Value merchants: demonstrating and documenting superior value in business markets
Gespeichert in:
| Hauptverfasser: | , , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Boston, Mass.
Harvard Business School Press
2007
|
| Schlagworte: | |
| Online-Zugang: | Table of contents only Inhaltsverzeichnis |
| Beschreibung: | Includes bibliographical references (p. [191]-195) and index |
| Beschreibung: | XIII, 219 S. Ill. |
| ISBN: | 1422103358 9781422103357 |
Internformat
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| 100 | 1 | |a Anderson, James C. |d 1953- |e Verfasser |0 (DE-588)142835374 |4 aut | |
| 245 | 1 | 0 | |a Value merchants |b demonstrating and documenting superior value in business markets |c James C. Anderson ; Nirmalya Kumar ; James A. Narus |
| 264 | 1 | |a Boston, Mass. |b Harvard Business School Press |c 2007 | |
| 300 | |a XIII, 219 S. |b Ill. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes bibliographical references (p. [191]-195) and index | ||
| 650 | 4 | |a Industrial marketing | |
| 650 | 4 | |a Sales promotion | |
| 650 | 4 | |a Purchasing | |
| 650 | 0 | 7 | |a Business-to-Business-Marketing |0 (DE-588)4631075-7 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Marketingstrategie |0 (DE-588)4120697-6 |2 gnd |9 rswk-swf |
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| 689 | 0 | 1 | |a Marketingstrategie |0 (DE-588)4120697-6 |D s |
| 689 | 0 | |5 DE-188 | |
| 700 | 1 | |a Kumar, Nirmalya |e Verfasser |4 aut | |
| 700 | 1 | |a Narus, James A. |e Verfasser |4 aut | |
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Datensatz im Suchindex
| _version_ | 1804137589978955776 |
|---|---|
| adam_text | CONTENTS
Preface ix
Acknowledgments xi
ONE
Value Merckants
Doing Business on Demonstrably Superior Value
1
TWO
Conceptualize klue
Focusing on What Matters
21
THREE
Formulate Vklue Propositions
Identifying Potentially Valuable Points of Difference
41
FOUR
Substantiate klue Propositions
Demonstrating and Documenting Superior Value
59
viii Contents
FIVE
Tailor Market Offerings
Creating Naked Solutions with Options
81
SIX
Transform the Sales Force into Value Merchants
Selling on Value, Not Price
107
SEVEN
Profit from Value Provided
Earning an Equitable Return
135
EIGHT
Prosper in Business Markets
Being a Value Merchant
165
APPENDIX A
Relating Customer Value and Price
183
APPENDIX B
PeopleFlo EnviroGear Pump Customer Value Model
187
Notes 1Q1
Index 1Q7
Ahout the Authors 217
|
| adam_txt |
CONTENTS
Preface ix
Acknowledgments xi
ONE
Value Merckants
Doing Business on Demonstrably Superior Value
1
TWO
Conceptualize \klue
Focusing on What Matters
21
THREE
Formulate Vklue Propositions
Identifying Potentially Valuable Points of Difference
41
FOUR
Substantiate \klue Propositions
Demonstrating and Documenting Superior Value
59
viii Contents
FIVE
Tailor Market Offerings
Creating Naked Solutions with Options
81
SIX
Transform the Sales Force into Value Merchants
Selling on Value, Not Price
107
SEVEN
Profit from Value Provided
Earning an Equitable Return
135
EIGHT
Prosper in Business Markets
Being a Value Merchant
165
APPENDIX A
Relating Customer Value and Price
183
APPENDIX B
PeopleFlo EnviroGear Pump Customer Value Model
187
Notes 1Q1
Index 1Q7
Ahout the Authors 217 |
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| classification_rvk | QP 621 |
| ctrlnum | (OCoLC)603987700 (DE-599)BVBBV023274410 |
| dewey-full | 658.8/04 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/04 |
| dewey-search | 658.8/04 |
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| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
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| illustrated | Illustrated |
| index_date | 2024-07-02T20:37:15Z |
| indexdate | 2024-07-09T21:14:42Z |
| institution | BVB |
| isbn | 1422103358 9781422103357 |
| language | English |
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| spelling | Anderson, James C. 1953- Verfasser (DE-588)142835374 aut Value merchants demonstrating and documenting superior value in business markets James C. Anderson ; Nirmalya Kumar ; James A. Narus Boston, Mass. Harvard Business School Press 2007 XIII, 219 S. Ill. txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references (p. [191]-195) and index Industrial marketing Sales promotion Purchasing Business-to-Business-Marketing (DE-588)4631075-7 gnd rswk-swf Marketingstrategie (DE-588)4120697-6 gnd rswk-swf Business-to-Business-Marketing (DE-588)4631075-7 s Marketingstrategie (DE-588)4120697-6 s DE-188 Kumar, Nirmalya Verfasser aut Narus, James A. Verfasser aut http://www.loc.gov/catdir/toc/ecip0716/2007017289.html Table of contents only HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016459353&sequence=000008&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Anderson, James C. 1953- Kumar, Nirmalya Narus, James A. Value merchants demonstrating and documenting superior value in business markets Industrial marketing Sales promotion Purchasing Business-to-Business-Marketing (DE-588)4631075-7 gnd Marketingstrategie (DE-588)4120697-6 gnd |
| subject_GND | (DE-588)4631075-7 (DE-588)4120697-6 |
| title | Value merchants demonstrating and documenting superior value in business markets |
| title_auth | Value merchants demonstrating and documenting superior value in business markets |
| title_exact_search | Value merchants demonstrating and documenting superior value in business markets |
| title_exact_search_txtP | Value merchants demonstrating and documenting superior value in business markets |
| title_full | Value merchants demonstrating and documenting superior value in business markets James C. Anderson ; Nirmalya Kumar ; James A. Narus |
| title_fullStr | Value merchants demonstrating and documenting superior value in business markets James C. Anderson ; Nirmalya Kumar ; James A. Narus |
| title_full_unstemmed | Value merchants demonstrating and documenting superior value in business markets James C. Anderson ; Nirmalya Kumar ; James A. Narus |
| title_short | Value merchants |
| title_sort | value merchants demonstrating and documenting superior value in business markets |
| title_sub | demonstrating and documenting superior value in business markets |
| topic | Industrial marketing Sales promotion Purchasing Business-to-Business-Marketing (DE-588)4631075-7 gnd Marketingstrategie (DE-588)4120697-6 gnd |
| topic_facet | Industrial marketing Sales promotion Purchasing Business-to-Business-Marketing Marketingstrategie |
| url | http://www.loc.gov/catdir/toc/ecip0716/2007017289.html http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016459353&sequence=000008&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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