Customer knowledge transfer challenges in a co-creation value network: Toward a reference model

Samaneh Bagheri*, Rob J. Kusters, Jos J.M. Trienekens

*Corresponding author for this work

Research output: Contribution to journalArticleAcademicpeer-review

Abstract

In today’s interconnected global marketplace, where customers have become increasingly knowledgeable and empowered, a customer-centric view is becoming a prominent differentiating strategy for firms. Accordingly, firms with the aim of delivering a seamless customer experience strive to offer integrated solutions. This quite often relies on inter-organizational collaboration in the context of a value network In this context, customer-related knowledge is regarded as one of the primary sources in the provisioning process of integrated solutions. This, in turn, implies the importance of effective sharing of customer knowledge among actors of a value network. Customer knowledge transfer is difficult due to some recognizable challenges such as a lack of trust. Because of the added complexity of a value network, achieving a shared understanding among actors about customer knowledge transfer challenges in a value network setting (VN-CKTC) might be more difficult. A systematic and comprehensive overview of the VN-CKTC (in the form of a reference model) might support this by providing additional structure. Although scholars have long studied knowledge transfer challenges within business network settings, they are usually limited in scope and their resulting challenges differ widely. Therefore, they provide insufficient coverage of the possible challenges. A more comprehensive view is thus needed. Our research aims at designing and validating a reference model that provides a systematic and wider spectrum of possible VN-CKTC. To this end, a design science research approach is followed. In the design phase, by conducting a systematic literature review followed by a structured classification, a reference model of VN-CKTC is designed. In the evaluation phase, the validation of this designed artifact is evaluated in a value network setting by conducting multiple case studies. The results of this study give us both theoretically and context-specific descriptions of the significant relevant of these challenges. The proposed reference model provides a rich picture of VN-CKTC. Decision makers of value networks can use this reference model as a means to achieve a shared understanding about customer knowledge transfer challenges and to come to an agreement on these challenges. They can also apply it to be aware of which challenges to focus on, so they are provided with a much stronger basis to make better-informed decisions to address and mitigate these challenges.
Original languageEnglish
Pages (from-to)198-214
Number of pages17
JournalInternational Journal of Information Management
Volume47
DOIs
Publication statusPublished - Aug 2019

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knowledge transfer
customer
Values
firm
research approach
decision maker
artifact
coverage
Industry
lack
science
evaluation

Keywords

  • Customer knowledge transfer challenges
  • Co-creation value network
  • Integrated solutions
  • Reference model
  • QUALITATIVE RESEARCH
  • INFORMATION-MANAGEMENT
  • BARRIERS
  • SERVICE DESIGN
  • TACIT KNOWLEDGE
  • STRATEGIES
  • METHODOLOGY
  • FRAMEWORK
  • BUSINESS NETWORKS
  • SUPPLY CHAIN

Cite this

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title = "Customer knowledge transfer challenges in a co-creation value network: Toward a reference model",
abstract = "In today’s interconnected global marketplace, where customers have become increasingly knowledgeable and empowered, a customer-centric view is becoming a prominent differentiating strategy for firms. Accordingly, firms with the aim of delivering a seamless customer experience strive to offer integrated solutions. This quite often relies on inter-organizational collaboration in the context of a value network In this context, customer-related knowledge is regarded as one of the primary sources in the provisioning process of integrated solutions. This, in turn, implies the importance of effective sharing of customer knowledge among actors of a value network. Customer knowledge transfer is difficult due to some recognizable challenges such as a lack of trust. Because of the added complexity of a value network, achieving a shared understanding among actors about customer knowledge transfer challenges in a value network setting (VN-CKTC) might be more difficult. A systematic and comprehensive overview of the VN-CKTC (in the form of a reference model) might support this by providing additional structure. Although scholars have long studied knowledge transfer challenges within business network settings, they are usually limited in scope and their resulting challenges differ widely. Therefore, they provide insufficient coverage of the possible challenges. A more comprehensive view is thus needed. Our research aims at designing and validating a reference model that provides a systematic and wider spectrum of possible VN-CKTC. To this end, a design science research approach is followed. In the design phase, by conducting a systematic literature review followed by a structured classification, a reference model of VN-CKTC is designed. In the evaluation phase, the validation of this designed artifact is evaluated in a value network setting by conducting multiple case studies. The results of this study give us both theoretically and context-specific descriptions of the significant relevant of these challenges. The proposed reference model provides a rich picture of VN-CKTC. Decision makers of value networks can use this reference model as a means to achieve a shared understanding about customer knowledge transfer challenges and to come to an agreement on these challenges. They can also apply it to be aware of which challenges to focus on, so they are provided with a much stronger basis to make better-informed decisions to address and mitigate these challenges.",
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author = "Samaneh Bagheri and Kusters, {Rob J.} and Trienekens, {Jos J.M.}",
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pages = "198--214",
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Customer knowledge transfer challenges in a co-creation value network : Toward a reference model. / Bagheri, Samaneh; Kusters, Rob J.; Trienekens, Jos J.M.

In: International Journal of Information Management, Vol. 47, 08.2019, p. 198-214.

Research output: Contribution to journalArticleAcademicpeer-review

TY - JOUR

T1 - Customer knowledge transfer challenges in a co-creation value network

T2 - Toward a reference model

AU - Bagheri, Samaneh

AU - Kusters, Rob J.

AU - Trienekens, Jos J.M.

PY - 2019/8

Y1 - 2019/8

N2 - In today’s interconnected global marketplace, where customers have become increasingly knowledgeable and empowered, a customer-centric view is becoming a prominent differentiating strategy for firms. Accordingly, firms with the aim of delivering a seamless customer experience strive to offer integrated solutions. This quite often relies on inter-organizational collaboration in the context of a value network In this context, customer-related knowledge is regarded as one of the primary sources in the provisioning process of integrated solutions. This, in turn, implies the importance of effective sharing of customer knowledge among actors of a value network. Customer knowledge transfer is difficult due to some recognizable challenges such as a lack of trust. Because of the added complexity of a value network, achieving a shared understanding among actors about customer knowledge transfer challenges in a value network setting (VN-CKTC) might be more difficult. A systematic and comprehensive overview of the VN-CKTC (in the form of a reference model) might support this by providing additional structure. Although scholars have long studied knowledge transfer challenges within business network settings, they are usually limited in scope and their resulting challenges differ widely. Therefore, they provide insufficient coverage of the possible challenges. A more comprehensive view is thus needed. Our research aims at designing and validating a reference model that provides a systematic and wider spectrum of possible VN-CKTC. To this end, a design science research approach is followed. In the design phase, by conducting a systematic literature review followed by a structured classification, a reference model of VN-CKTC is designed. In the evaluation phase, the validation of this designed artifact is evaluated in a value network setting by conducting multiple case studies. The results of this study give us both theoretically and context-specific descriptions of the significant relevant of these challenges. The proposed reference model provides a rich picture of VN-CKTC. Decision makers of value networks can use this reference model as a means to achieve a shared understanding about customer knowledge transfer challenges and to come to an agreement on these challenges. They can also apply it to be aware of which challenges to focus on, so they are provided with a much stronger basis to make better-informed decisions to address and mitigate these challenges.

AB - In today’s interconnected global marketplace, where customers have become increasingly knowledgeable and empowered, a customer-centric view is becoming a prominent differentiating strategy for firms. Accordingly, firms with the aim of delivering a seamless customer experience strive to offer integrated solutions. This quite often relies on inter-organizational collaboration in the context of a value network In this context, customer-related knowledge is regarded as one of the primary sources in the provisioning process of integrated solutions. This, in turn, implies the importance of effective sharing of customer knowledge among actors of a value network. Customer knowledge transfer is difficult due to some recognizable challenges such as a lack of trust. Because of the added complexity of a value network, achieving a shared understanding among actors about customer knowledge transfer challenges in a value network setting (VN-CKTC) might be more difficult. A systematic and comprehensive overview of the VN-CKTC (in the form of a reference model) might support this by providing additional structure. Although scholars have long studied knowledge transfer challenges within business network settings, they are usually limited in scope and their resulting challenges differ widely. Therefore, they provide insufficient coverage of the possible challenges. A more comprehensive view is thus needed. Our research aims at designing and validating a reference model that provides a systematic and wider spectrum of possible VN-CKTC. To this end, a design science research approach is followed. In the design phase, by conducting a systematic literature review followed by a structured classification, a reference model of VN-CKTC is designed. In the evaluation phase, the validation of this designed artifact is evaluated in a value network setting by conducting multiple case studies. The results of this study give us both theoretically and context-specific descriptions of the significant relevant of these challenges. The proposed reference model provides a rich picture of VN-CKTC. Decision makers of value networks can use this reference model as a means to achieve a shared understanding about customer knowledge transfer challenges and to come to an agreement on these challenges. They can also apply it to be aware of which challenges to focus on, so they are provided with a much stronger basis to make better-informed decisions to address and mitigate these challenges.

KW - Customer knowledge transfer challenges

KW - Co-creation value network

KW - Integrated solutions

KW - Reference model

KW - QUALITATIVE RESEARCH

KW - INFORMATION-MANAGEMENT

KW - BARRIERS

KW - SERVICE DESIGN

KW - TACIT KNOWLEDGE

KW - STRATEGIES

KW - METHODOLOGY

KW - FRAMEWORK

KW - BUSINESS NETWORKS

KW - SUPPLY CHAIN

U2 - 10.1016/j.ijinfomgt.2018.12.019

DO - 10.1016/j.ijinfomgt.2018.12.019

M3 - Article

VL - 47

SP - 198

EP - 214

JO - International Journal of Information Management

JF - International Journal of Information Management

SN - 0268-4012

ER -