Edinburgh Napier University

  This research explores the interactive role of supplier, customer and technology company in business-to-business (B2B) marketing when they develop and use industrial artificial intelligence (AI). From a value co-creation perspective and following a service-dominant logic, this study aims to identify essential value types that are created collaboratively by B2B professionals (namely suppliers, customers and AI providers), and critical capabilities that contribute to their value co-creation practices. Nineteen in-depth semi-structured interviews were conducted with three groups of B2B stakeholders in six companies that involved in an industrial AI development and usage project. The data was then analysed using a thematic analysis approach. The results of this research contain a categorisation of four value types and three sets of capabilities, together with the interrelationships between them. This study contributes to the literature of value co-creation, information system and B2B marketing by bridging these three disciplines within the context of industrial AI development and usage.