Universität zu Köln

Herfort, Melanie ORCID: 0000-0003-2202-3046, Kunz, Reinhard and Dueren, Petra (2023). The dark side of the media agency industry: value destruction and co-destruction in a B2B context. J. Media Bus. Stud., 20 (2). S. 182 - 204. ABINGDON: ROUTLEDGE JOURNALS, TAYLOR & FRANCIS LTD. ISSN 2376-2977

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Abstract

Given the growing interest in value destruction and co-destruction research, this study explores media agency-client relationships, identifying their industry-specific value-damaging behaviours and business conditions. It adapts the concept of service logic value spheres to differentiate between provider and client value destruction as well as joint co-destruction spheres. Through 25 interviews with media agencies, advertisers, and media consultants, the study analyses whether one actor (provider or client) or both (joint) are responsible for value destruction. It determines value destruction/co-destruction activities occur in several contextually embedded business environments (media advertising markets). Additionally, organisational structures (marketing departments), management decisions (leadership), and relationship stages (pitch situations) are framed by actors' industry-specific service activities (campaign planning). The authors highlight management implications and suggest strategies to improve media agency provider-client relationships.

Item Type:	Journal Article
Creators:	Creators Email ORCID ORCID Put Code Herfort, Melanie UNSPECIFIED orcid.org/0000-0003-2202-3046 UNSPECIFIED Kunz, Reinhard UNSPECIFIED UNSPECIFIED UNSPECIFIED Dueren, Petra UNSPECIFIED UNSPECIFIED UNSPECIFIED
URN:	urn:nbn:de:hbz:38-674383
DOI:	10.1080/16522354.2022.2087312
Journal or Publication Title:	J. Media Bus. Stud.
Volume:	20
Number:	2
Page Range:	S. 182 - 204
Date:	2023
Publisher:	ROUTLEDGE JOURNALS, TAYLOR & FRANCIS LTD
Place of Publication:	ABINGDON
ISSN:	2376-2977
Language:	English
Faculty:	Unspecified
Divisions:	Unspecified
Subjects:	no entry
Uncontrolled Keywords:	Keywords Language SERVICE LOGIC; VALUE CREATION; PERSPECTIVE; EMPLOYEES; NETWORKS Multiple languages Business Multiple languages
URI:	http://kups.ub.uni-koeln.de/id/eprint/67438