58 4 THE CONCEPT OF ADDED VALUE OF FM 4. THE CONCEPT OF ADDED VALUE OF FM Per Anker Jensen, Theo van der Voordt, Christian Coenen, Daniel von Felten, Anna-Liisa Sara- soja, Susanne Balslev Nielsen, Chaiwat Riratanaphong and Mirjam Pfenninger ABSTRACT Purpose: This chapter presents research perspectives and theoretical reflections on the con- cept of added value of FM from a variety of academic fields. Methodology: A literature review of the most influential journals within the academic fields of Facilities Management (FM), Corporate Real Estate Management (CREM) and Business to Busi- ness Marketing (B2B Marketing). Findings: The research shows different definitions and focus points, dependent on the academic field and the area of application. The different research perspectives explored a holistic view on the added value of FM by the integration of an external market based view (with a focus on the aimed output) and the internal resource based view (with a focus on the input from FM and real estate). Good relationship management and building on trust shows to be equally important as delivering the agreed services. Practical implications: A clear conceptualization of the concept of added value of FM is of ut- most importance for further research into the added value of FM and well-considered, evi- dence-based Value Adding Management in practice. Research limitations: Due to limited time not all FM-related journals could be included in the literature review. The included journals were analysed over a time period of ten years, with a focus on interesting topics and less on a thematic cross-paper analysis in-depth. Originality/value: Usually the concept of added value is discussed from a mono-disciplinary point of view. The different backgrounds of the authors add value to an increased understand- ing of the added value of FM by comparing and testing different ways of conceptualising this issue. Keywords: FM, CREM, B2B Marketing, Added Value, Relationship Management. INTRODUCTION This chapter presents theory reflections on the concept of value and added value in general and how these concepts have been dealt with in research literature on FM, CREM and B2B market- ing. It is based on studies of literature by eight members of the research group that were first presented in a paper at EFMC2010 in Madrid (Jensen et al., 2010) and further elaborated in an article in Facilities (Jensen et al., 2012 – used by permission from Emerald). The literature studies were divided between the group members and included reviews of recent volumes of the most influential journals within the academic fields.