Measurable value creation in business relationships - VALIT project presentation, Novi Research Center.

1. VALIT WORK PACKAGE IN TUT: MEASURABLE
VALUE CREATION IN BUSINESS RELATIONSHIPS

2. 20.5.2015NOVI RESEARCH CENTER 2
The goal of the research package is to study and develop indicators that
communicate the value created in business relationships.This is done by
identifying value functions and developing indicators that illustrate the value
created by them.
• What is the value created in business relationships and how is it
created?
• How can this value be actually measured?
• How can the resulting value and related information be protected?
WORK PACKAGE TARGET

3. 20.5.2015NOVI RESEARCH CENTER 3
• Responsible Manager Prof. Hannu Kärkkäinen
• hannu.karkkainen@tut.fi
• Project Manager Hannele Väyrynen
• hannele.vayrynen@tut.fi
• Post Doctoral Researcher Dr. (Tech.) Ilona Ilvonen
• ilona.ilvonen@tut.fi
• Researcher M.Sc. (Tech.) Jari Jussila
• jari.j.jussila@tut.fi
• Project Researcher M.Sc. (Tech.) Karan Menon
• karan.menon@tut.fi
RESOURCES

4. 20.5.2015NOVI RESEARCH CENTER 4
RESOURCE MAPPING MODEL IN SOCIAL MEDIA
Reference: Yuan, Qian, Shuqin Cai, and Peng Zhou. "A resource mapping framework for value co-creation in social media." International Journal of Networking and Virtual
Organisations 14.1 (2014): 25-39.

5. 20.5.2015NOVI RESEARCH CENTER 5
Value Function Description of the function Example of indicators
Direct Value functions
Profit Refers to the profit
gained from selling product(s) to a
customer.
Profit per service, profit per
customer per financial year
Volume Refers to selling volume of
products to customers
Services provided to quantity or
quality
Safeguard Refers to the possibility of
‘guaranteeing’ a level of business
Customer contract length and
duration
Indirect-Value functions
Innovation Refers to the possibility of product
and process innovation with a
particular customer.
Number of ideas from Customers,
other stakeholders, together with
development of number of new
products or services
Market Access to new markets and new
customer contacts
Customer leads and number of
customer references
Scout Value creation through information Number of customer tips
Access Refers to gaining access to
relevant other actors through a
particular customer.
Number of stakeholder analysis
identified through government
relations
VALUE CREATION FUNCTION FRAMEWORK
Reference: Walter, Achim, Thomas Ritter, and Hans Georg Gemünden. "Value creation in buyer–seller relationships: Theoretical considerations
and empirical results from a supplier's perspective." Industrial Marketing Management 30.4 (2001): 365-377.

6. 20.5.2015NOVI RESEARCH CENTER 6
RISK MANAGEMENT FRAMEWORK
1. BUSINESS
NEED OR
PROBLEM,
EXPECTED
BENEFITS
2. KNOWLEDGE
IDENTIFICATION
3. THREAT
IDENTIFICATION
4. RISK
ANALYSIS
5. COST/
BENEFIT
ASSESSMENT
6. MITIGATION
7. MONITORING
Reference: Ilvonen, Ilona, Jari Jussila, Hannu Kärkkäinen, and Tero Päivärinta. 2015. "Knowledge security risk management in contemporary companies –
toward a proactive approach."Proceedings of the 48th Hawaii International Conference on System Sciences. IEEE Computer Society, 3941-3950.
DOI=10.1109/HICSS.2015.472

7. 20.5.2015NOVI RESEARCH CENTER 7
NBI- INFO Networked Business Intelligence Dashboard