价值创造与价值获取是产业营销的核心活动与关键决策事项，而现有文献对价值获取主题的关注显著滞后于价值创造，且存在理论视角局限、量表开发落后、实证研究不足等缺口。在此背景下，本课题拟整合价值获取、网络理论、垂直竞合等文献，采用质性研究与问卷调查相结合的方法，探讨如下四个相互联系的问题：（1）识别价值获取的维度，开发价值获取与价值获取能力量表；（2）考察竞争性价值获取与非竞争性价值获取对顾客关系绩效的影响及其调节效应；（3）考察整体网络嵌入、水平网络氛围与垂直网络治理差异化等商业网络特征变量对价值获取能力的影响及其中介机制和调节效应；（4）考察B2B企业价值获取活动与能力提升的策略框架。研究结果对价值获取与产业营销文献有重要的理论贡献，拓展了商业网络理论与垂直竞合理论的研究领域，也为产业营销活动中企业运用商业网络策略提升价值获取能力、平衡价值获取与顾客关系绩效之间的关系提供了有益的管理启示。

Both value creation and value appropriation are core activities and key decision issues in industrial marketing. Unfortunately, while extant literature focuses on value creation, value appropriation is clearly an under-researched topic with research gaps in terms of limited theoretical perspectives, poor scale development and insufficient empirical studies. Under the above-mentioned background, by integrating the literature of value appropriation, network theory and vertical coopetition, and by adopting both qualitative study and questionnaire survey, this project aims at probing into the following four interrelated questions: (1) to identify dimensions of value appropriation and develop measurement scales to capture the constructs of value appropriation and value appropriation capability; (2) to examine the impacts of competitive value appropriation and non-competitive value appropriation upon customer relationship performance, as well as the potential moderating effects; (3) to examine the impacts of business network characteristics, including total network embeddedness, horizontal network climate and vertical network governance discrimination, upon value appropriation capability, as well as the mediating mechanisms and moderating effects; (4) to examine the strategy framework of value appropriation activities and appropriation capability enhancement implemented by B2B firms. The research findings will make significant theoretical contributions to value appropriation and industrial marketing literature, expand research domains of business network theory and vertical coopetition theory, and provide insightful managerial implications for firms to improve value appropriation capability through leveraging business networking strategies, and balancing the trade-off between value appropriation and customer relationship performance in industrial marketing activities.