Please use this identifier to cite or link to this item: http://hdl.handle.net/1959.3/81572

Download PDF (Published version) (Adobe Acrobat PDF, -1 bytes)

Title

Value creation in a virtual network organisation

Author(s)

Ho, Henry Wai Leong;  Jarratt, Denise;  Anver, Mohamed

Abstract

Global competition and rapid changes in industry structure are encouraging organisations to address needs for flexibility and real-time value creation and delivery (Achrol, 1997; Eggert and Ulaga, 2002). The objective of this paper is to develop a framework to guide the real-time creation and delivery of customer value in a virtual network organisation in the business-tobusiness sector (B2B). The proposed theoretical framework explains how superior customer value can be generated through the application of an Intelligent-Agent System (IAS) in which agents simultaneously represent customer focus, customer orientation and market orientation.

Publication type

Conference paper

Source

Proceedings of the Australian and New Zealand Marketing Academy Conference: Business Interaction, Relationships and Networks (ANZMAC), Fremantle, Western Australia, Australia, 05-07 December 2005

Publication year

2005

Keyword(s)

Customer focus;  Customer orientation;  Customer value;  Market orientation;  Value creation;  Virtual network organisation

Publisher

Australian and New Zealand Marketing Academy

Copyright

Copyright © 2005 the authors. Published version of this paper reproduced here in accordance with the copyright policy of the publisher.

Full text

Peer reviewed