Understanding the Value Drivers for Intermediaries: An Exploratory Study in the Heating Industry

Value facilitation has become a critical element of value creation in buyer-supplier relationships. The literature lacks studies that provide an understanding of how intermediaries in a supply chain perceive and create value for themselves and their customer(s) across the distribution channel. The objective of this research is to bridge this gap through an in-depth qualitative investigation. Findings about value drivers of facilitators are discussed as well as implication and areas for future research.