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書名 Creating and managing superior customer value [electronic resource]/ edited by Arch G. Woodside, Francesca Golfetto, Michael Gibbert
出版項 [Bingley, Eng.] : Emerald JAI, 2008
國際標準書號 9781848551732 (electronic bk.)
1848551738 (electronic bk.)
9781848551725 (hbk.)
book jacket
說明 1 online resource (ix, 477 p.) : ill
系列 Advances in business marketing and purchasing, 1069-0964 ; v. 14
Advances in business marketing and purchasing ; v. 14
附註 Includes bibliographical references
Part A. Value dimensions, conceptualizations of value: what is value. 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 customervalue 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 inindustrial networks / Enrico Baraldi and Torkel Str©œmsten ; 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 pricingin industrial markets / Andreas Hinterhuber ; Value creation options for contract manufacturers: market strategy transitionand coevolution in networks / Paul Matthyssens, Koen Vandenbempt and Sara Weyns
"Superior Customer Value" (SCV) advances theory and offers new toolsuseful 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 andinitial 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 strategyin 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 arecertainly 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 inproducts and services - critical abilities for product-service executives
Description based on print version record
鏈接 Print version: Creating and managing superior customer value. [Bingley, Eng.] : Emerald JAI, 2008 9781848551725 (OCoLC)276867560
主題 Customer relations -- Management
Relationship marketing
Sales & marketing. bicssc
Business & Economics -- Sales & Selling. bisacsh
Alt Author Woodside, Arch G
Golfetto, Francesca
Gibbert, Michael
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