The Valuation of Resources: Looking through the Eyes of the Customer

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Advances in Applied Business Strategy

ISSN: 0749-6826
Series editor(s): Professor Vadake Narayanan

Subject Area: Strategy

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Document Information:
Title:	The Valuation of Resources: Looking through the Eyes of the Customer
Author(s):	Sicco Santema, Jeroen van de Rijt
Volume:	9 Editor(s): Ron Sanchez, Aimé Heene ISBN: 978-0-76231-170-5 eISBN: 978-1-84950-322-8
Citation:	Sicco Santema, Jeroen van de Rijt (2005), The Valuation of Resources: Looking through the Eyes of the Customer, in Ron Sanchez, Aimé Heene (ed.) Competence Perspectives on Resources, Stakeholders and Renewal (Advances in Applied Business Strategy, Volume 9), Emerald Group Publishing Limited, pp.17-28
DOI:	10.1016/S0749-6826(05)09002-5 (Permanent URL)
Publisher:	Emerald Group Publishing Limited
Article type:	Chapter Item
Abstract:	In this paper the concept of the value of resources is operationalized. It is argued that the resource value is determined in dyads, instead of within one firm. The purchasing model of Kraljic (1983) is used to operationalize “value” from a supply chain perspective. The value of the resource of a firm is determined by the value of the resource as perceived by its customer(s). The presented model can be used by organizations to build and develop their resource base, and thus create better relations with their customers.