Creating and managing superior customer value /:
"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...
Gespeichert in:
| Weitere Verfasser: | , , |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
[Bingley, Eng.] :
Emerald JAI,
2008.
|
| Schriftenreihe: | Advances in business marketing & purchasing ;
v. 14. |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | "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. |
| Beschreibung: | 1 online resource (ix, 477 pages) : illustrations |
| Bibliographie: | Includes bibliographical references. |
| ISBN: | 9781848551732 1848551738 |
| ISSN: | 1069-0964 ; |
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| 504 | |a Includes bibliographical references. | ||
| 520 | |a "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. | ||
| 505 | 0 | 0 | |g Part A: Value dimensions, conceptualizations of value, what is vale. -- |t Customer value: theory, research, and practice / |r Arch G. Woodside, Francesca Golfetto and Michael Gibbert. -- |t Intangible value in buyer-seller relationships / |r Roger Baxter. -- |t Final customers' value in business networks / |r Stephan C. Henneberg and Stefanos Mouzas. -- |t Functions, trust, and values in business relationships / |r Thomas Ritter and Achim Walter. -- |g Part B: Metrics and measurement, how to measure value. -- |t Customer value metrics / |r Bruno Busacca, Michele Costabile and Fabio Ancarani. -- |t Total cost of ownership and customer value in business markets / |r Gabriela Herrera Piscopo, Wesley Johnston and Dan N. Bellenger. -- |t Linking customer value to customer share in business relationships / |r Wolfgang Ulaga and Andreas Eggert. -- |g Part C: Strategic aspects, how to create value. -- |t Configurations and control of resource interfaces in industrial networks / |r Enrico Baraldi and Torkel Strömsten. -- |t Creating superior value through network offerings / |r Bernard Cova and Robert Salle. -- |t Competence-based value framing for business-to-business customers / |r Francesca Golfetto, Fabrizia Zerbini and Michael Gibbert. -- |g Part D: Operational aspects, value propositions and pricing, how to capture value. -- |t Value delivery and value-based pricing in industrial markets / |r Andreas Hinterhuber. -- |t Value creation options for contract manufacturers: market strategy transition and coevolution in networks / |r Paul Matthyssens, Koen Vandenbempt and Sara Weyns. |
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| author_additional | Arch G. Woodside, Francesca Golfetto and Michael Gibbert. -- Roger Baxter. -- Stephan C. Henneberg and Stefanos Mouzas. -- Thomas Ritter and Achim Walter. -- Bruno Busacca, Michele Costabile and Fabio Ancarani. -- Gabriela Herrera Piscopo, Wesley Johnston and Dan N. Bellenger. -- Wolfgang Ulaga and Andreas Eggert. -- Enrico Baraldi and Torkel Strömsten. -- Bernard Cova and Robert Salle. -- Francesca Golfetto, Fabrizia Zerbini and Michael Gibbert. -- Andreas Hinterhuber. -- Paul Matthyssens, Koen Vandenbempt and Sara Weyns. |
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| contents | Customer value: theory, research, and practice / Intangible value in buyer-seller relationships / Final customers' value in business networks / Functions, trust, and values in business relationships / Customer value metrics / Total cost of ownership and customer value in business markets / Linking customer value to customer share in business relationships / Configurations and control of resource interfaces in industrial networks / Creating superior value through network offerings / Competence-based value framing for business-to-business customers / Value delivery and value-based pricing in industrial markets / Value creation options for contract manufacturers: market strategy transition and coevolution in networks / |
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| discipline | Wirtschaftswissenschaften |
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| genre | Aufsatzsammlung. swd |
| genre_facet | Aufsatzsammlung. |
| id | ZDB-4-EBA-ocn604984890 |
| illustrated | Illustrated |
| indexdate | 2024-11-27T13:17:06Z |
| institution | BVB |
| isbn | 9781848551732 1848551738 |
| issn | 1069-0964 ; |
| language | English |
| oclc_num | 604984890 |
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| publishDateSort | 2008 |
| publisher | Emerald JAI, |
| record_format | marc |
| series | Advances in business marketing & purchasing ; |
| series2 | Advances in business marketing and purchasing, |
| spelling | Creating and managing superior customer value / edited by Arch G. Woodside, Francesca Golfetto, Michael Gibbert. [Bingley, Eng.] : Emerald JAI, 2008. 1 online resource (ix, 477 pages) : illustrations text txt rdacontent computer c rdamedia online resource cr rdacarrier Advances in business marketing and purchasing, 1069-0964 ; v. 14 Includes bibliographical references. "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. 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. Print version record. Customer relations Management. http://id.loc.gov/authorities/subjects/sh2007005453 Relationship marketing. http://id.loc.gov/authorities/subjects/sh96005326 Marketing relationnel. Sales & marketing. bicssc Business & Economics Sales & Selling. bisacsh Gestion d'entreprises. eclas Business and Management. eflch Customer relations Management fast Relationship marketing fast Kundenmanagement gnd Kundenwert gnd http://d-nb.info/gnd/4515875-7 Strategisches Management gnd http://d-nb.info/gnd/4124261-0 Aufsatzsammlung. swd Woodside, Arch G. http://id.loc.gov/authorities/names/n50013173 Golfetto, Francesca. http://id.loc.gov/authorities/names/n88039436 Gibbert, Michael. http://id.loc.gov/authorities/names/nb2001065788 Print version: Creating and managing superior customer value. [Bingley, Eng.] : Emerald JAI, 2008 9781848551725 (OCoLC)276867560 Advances in business marketing & purchasing ; v. 14. http://id.loc.gov/authorities/names/n00012597 FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=283953 Volltext |
| spellingShingle | Creating and managing superior customer value / Advances in business marketing & purchasing ; Customer value: theory, research, and practice / Intangible value in buyer-seller relationships / Final customers' value in business networks / Functions, trust, and values in business relationships / Customer value metrics / Total cost of ownership and customer value in business markets / Linking customer value to customer share in business relationships / Configurations and control of resource interfaces in industrial networks / Creating superior value through network offerings / Competence-based value framing for business-to-business customers / Value delivery and value-based pricing in industrial markets / Value creation options for contract manufacturers: market strategy transition and coevolution in networks / Customer relations Management. http://id.loc.gov/authorities/subjects/sh2007005453 Relationship marketing. http://id.loc.gov/authorities/subjects/sh96005326 Marketing relationnel. Sales & marketing. bicssc Business & Economics Sales & Selling. bisacsh Gestion d'entreprises. eclas Business and Management. eflch Customer relations Management fast Relationship marketing fast Kundenmanagement gnd Kundenwert gnd http://d-nb.info/gnd/4515875-7 Strategisches Management gnd http://d-nb.info/gnd/4124261-0 |
| subject_GND | http://id.loc.gov/authorities/subjects/sh2007005453 http://id.loc.gov/authorities/subjects/sh96005326 http://d-nb.info/gnd/4515875-7 http://d-nb.info/gnd/4124261-0 |
| title | Creating and managing superior customer value / |
| title_alt | Customer value: theory, research, and practice / Intangible value in buyer-seller relationships / Final customers' value in business networks / Functions, trust, and values in business relationships / Customer value metrics / Total cost of ownership and customer value in business markets / Linking customer value to customer share in business relationships / Configurations and control of resource interfaces in industrial networks / Creating superior value through network offerings / Competence-based value framing for business-to-business customers / Value delivery and value-based pricing in industrial markets / Value creation options for contract manufacturers: market strategy transition and coevolution in networks / |
| title_auth | Creating and managing superior customer value / |
| title_exact_search | Creating and managing superior customer value / |
| title_full | Creating and managing superior customer value / edited by Arch G. Woodside, Francesca Golfetto, Michael Gibbert. |
| title_fullStr | Creating and managing superior customer value / edited by Arch G. Woodside, Francesca Golfetto, Michael Gibbert. |
| title_full_unstemmed | Creating and managing superior customer value / edited by Arch G. Woodside, Francesca Golfetto, Michael Gibbert. |
| title_short | Creating and managing superior customer value / |
| title_sort | creating and managing superior customer value |
| topic | Customer relations Management. http://id.loc.gov/authorities/subjects/sh2007005453 Relationship marketing. http://id.loc.gov/authorities/subjects/sh96005326 Marketing relationnel. Sales & marketing. bicssc Business & Economics Sales & Selling. bisacsh Gestion d'entreprises. eclas Business and Management. eflch Customer relations Management fast Relationship marketing fast Kundenmanagement gnd Kundenwert gnd http://d-nb.info/gnd/4515875-7 Strategisches Management gnd http://d-nb.info/gnd/4124261-0 |
| topic_facet | Customer relations Management. Relationship marketing. Marketing relationnel. Sales & marketing. Business & Economics Sales & Selling. Gestion d'entreprises. Business and Management. Customer relations Management Relationship marketing Kundenmanagement Kundenwert Strategisches Management Aufsatzsammlung. |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=283953 |
| work_keys_str_mv | AT woodsidearchg creatingandmanagingsuperiorcustomervalue AT golfettofrancesca creatingandmanagingsuperiorcustomervalue AT gibbertmichael creatingandmanagingsuperiorcustomervalue |