British Food Journal


Special Issue on Value Analysis, Creation, and Delivery in Food and Agriculture Business-to-Business Marketing and Purchasing; Deadline 31 Jan 2007

ARC: Community: ELMAR: Posting

areas: sectors: cfp

Date: Fri, 5 May 2006 10:37:54 +0200
From: "Lindgreen, A." <>


Call for Papers

Special Issue on: Value Analysis, Creation, and Delivery in Food and Agriculture Business-to-Business Marketing and Purchasing

The British Food Journal announces the call for papers for a special issue on Value Analysis, Creation, and Delivery in Food and Agriculture Business-to-Business Marketing and Purchasing. The deadline for submission is January 31, 2007.

Purpose of the special issue

Although value is key in both business-to-business marketing and purchasing the literature remains scarce on studies examining how selling companies actually analyse, create, and deliver value to buying companies. This special issue seeks to address these gaps within food and agriculture business-to-business marketing and purchasing. Two more or less distinct research streams can be identified in the literature on value. The first of these streams deals with the value of products and services, while the second stream focuses on the value of buyer-seller relationships. When these two perspectives are crossed with the three themes of analysis, creation, and delivery, six different research areas result. Submissions of papers within one or more of these areas are invited. Specific topics may include, but are not limited to:

  • How do buying companies analyse information about a product’s value and price in order to make purchase decisions?
  • Is it important for selling companies to demonstrate the worth of their products to buying companies?
  • How do companies measure the value they realise from buying products?
  • How is it possible to capture the value of buyer-seller relationships?
  • How do companies organise for and manage their new product development process?
  • What is the role of the supplier, focal company, and buyer in the new product development process? Are some parties more important in certain stages of the process than in other stages? Should contacts between the different parties be promoted and arranged? What are the benefits and what are the risks?
  • How does the demand for a certain value trigger new product development? For example, do value appraisals by the buyer and value propositions by the seller interact during new product development?
  • How should, and how does, companies’ value proposition of their products develop along the product life cycle?
  • To what extent do different interaction processes between buyers and sellers exist for the development of different products?
  • What are the critical buyer and seller capabilities in developing, delivering, and sustaining value?
  • How is technology helping companies to enhance intrafirm and interfirm coordination? How can companies use new technology to strengthen existing relationships or to develop new relationships within their business network?
  • How can companies use new technology to redefine their position in their business network with regard to receiving and delivering value to other parties in the network?
  • Is purchasing of business services essentially different from purchasing of products? What characterises buyer-seller interaction in the development of valuable business services?

Preference will be given to empirical papers (both qualitative and quantitative), although theoretical papers that offer comprehensive frameworks of value analysis, creation, and delivery or key issues in value analysis, creation, and delivery are also welcomed. As the British Food Journal is widely read by an academic and business audience, all submissions should include implications for practitioners. Papers must deal with their chosen topic in the setting of food and agriculture business-to-business marketing and purchasing.  

Processes for the submission of papers

Papers submitted must not have been published, accepted for publication, or presently be under consideration for publication. Submissions should be between 4,000 and 6,000 words in length. Copies should be submitted via email Word attachment (in one file including all figures and tables) to the special issue editors. The first page must contain the title, author/s, and contact information for the contact author. For additional guidelines including the requirement for a structured abstract, please see the "Notes for Contributors" from a recent issue of the British Food Journal or visit Suitable articles will be subjected to a double-blind review; hence authors should not identify themselves in the body of the paper.

Please address questions to the special issue editors:

Dr. Adam Lindgreen
Department of Organisation Science and Marketing
Faculty of Technology Management
Paviljoen R 00.07
Eindhoven University of Technology
Den Dolech 2
Postbus 513
5600 MB Eindhoven
The Netherlands
Tel: +31 40 247 3700
Fax: +31 40 246 8085

Dr. Martin Hingley
Department of Business Management and Marketing
Harper Adams University College
TF10 8NB
United Kingdom
Tel: + 44 1952 820 280
Fax: + 44 1952 814 783