Learning through Knowledge Sharing in Networks. The 7th GIKA-Europe Annual Conference, 28 – 30th June 2017 Lisbon, Portugal.

This article presents evidence on identifying customer needs through knowledge sharing in inter-firm relationships and offering value based solutions to address them. The research goes beyond the network relationship metaphor by studying supplier-customer relationship with a focus on supplier firm members as the learning agent. This study answers the question: How relationship learning through knowledge sharing contributes to firm's value co-creation? It presents empirical evidence from four large multinational case firms through episodic interviews. The results identify that being receptive; customer focused; firms understand customer needs. The process of adding value through co-creation in solution offerings determines their respective roles. The exchange process is not possible without the involvement of senior management, which addresses and prioritises solutions. The results provide managers, a framework for practically thinking about value-creation chain conduits and accordingly how to target and align the value appropriation strategy in their environment.