| Description |
1 online resource (ix, 477 pages) : illustrations |
| Series |
Advances in business marketing and purchasing, 1069-0964 ; v. 14 |
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Advances in business marketing & purchasing ; v. 14.
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| Contents |
Part A: Value dimensions, conceptualizations of value, what is vale. -- Customer value: theory, research, and practice / Arch G. Woodside, Francesca Golfetto and Michael Gibbert. -- Intangible value in buyer-seller relationships / Roger Baxter. -- Final customers' value in business networks / Stephan C. Henneberg and Stefanos Mouzas. -- Functions, trust, and values in business relationships / Thomas Ritter and Achim Walter. -- Part B: Metrics and measurement, how to measure value. -- Customer value metrics / Bruno Busacca, Michele Costabile and Fabio Ancarani. -- Total cost of ownership and customer value in business markets / Gabriela Herrera Piscopo, Wesley Johnston and Dan N. Bellenger. -- Linking customer value to customer share in business relationships / Wolfgang Ulaga and Andreas Eggert. -- Part C: Strategic aspects, how to create value. -- Configurations and control of resource interfaces in industrial networks / Enrico Baraldi and Torkel Strömsten. -- Creating superior value through network offerings / Bernard Cova and Robert Salle. -- Competence-based value framing for business-to-business customers / Francesca Golfetto, Fabrizia Zerbini and Michael Gibbert. -- Part D: Operational aspects, value propositions and pricing, how to capture value. -- Value delivery and value-based pricing in industrial markets / Andreas Hinterhuber. -- Value creation options for contract manufacturers: market strategy transition and coevolution in networks / Paul Matthyssens, Koen Vandenbempt and Sara Weyns |
| Summary |
"Superior Customer Value" (SCV) advances theory and offers new tools useful for measuring value dimensions and strength. Achieving highly useful sense making about the value concept and value metrics is important because of the substantial evidence that: customer assessments of total value in a product/service offering strongly affects acceptance and initial purchase; customer evaluations of value experiences relate strongly with retaining them and growing the share-of-business these customers award specific suppliers; and, increases in delivered-value implemented strategies relates positively to increases in profitability. "SCV" focuses on advancing value theory, research, and strategy in business-to-business contexts. Coverage includes in-depth case research findings for existing and disruptively new products and services and all papers in this volume embrace the proposition that context is a major force affecting planning and implementing strategy. "SCV" is relevant in particular to European and North American B-to-B contexts. However, the tools and theories in the volume are certainly relevant for research by scholars and decisions by executives working in Asia and Australia. "SCV" is essential reading for improving thinking, decisions, and actions relating to the creation, marketing, and purchasing of superior value in products and services - critical abilities for product-service executives |
| Bibliography |
Includes bibliographical references |
| Notes |
Print version record |
| Subject |
Customer relations -- Management.
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Relationship marketing.
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Sales & marketing.
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Business & Economics -- Sales & Selling.
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Gestion d'entreprises.
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Business and Management.
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Customer relations -- Management
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Relationship marketing
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Kundenmanagement
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Kundenwert
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Strategisches Management
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| Genre/Form |
Aufsatzsammlung.
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| Form |
Electronic book
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| Author |
Woodside, Arch G.
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Golfetto, Francesca.
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Gibbert, Michael.
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| ISBN |
9781848551732 |
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1848551738 |
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