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...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Otros Autores: Woodside, Arch G., Golfetto, Francesca, Gibbert, Michael
Formato: Electrónico eBook
Idioma:Inglés
Publicado: [Bingley, Eng.] : Emerald JAI, 2008.
Colección:Advances in business marketing & purchasing ; v. 14.
Temas:
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.
Acceso en línea:Texto completo
Descripción
Sumario:"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.
Descripción Física:1 online resource (ix, 477 pages) : illustrations
Bibliografía:Includes bibliographical references.
ISBN:9781848551732
1848551738
ISSN:1069-0964 ;

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