Shared-Value Creation in B2B Framework: the Case of International Core Business Technologies

Abstract

The thesis underlying this article is that B2B providers of international core business technologies should embrace Shared-Value Creation (SVC) or Customer Value-Based (CVB) pricing approaches. Such approaches are aimed at establishing long-term collaborating relations between the supplier and the buyer by incorporating operational, strategic, social, and symbolic value into their offerings and in their negotiation. In the context of B2B providers of international core business technologies framework, these value based pricing approaches are superior to other pricing approaches, places greater emphasis on understanding the source of value (created by the end customer) and its distribution along the value-chain.