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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Détails bibliographiques
Cote:Libro Electrónico
Autres auteurs: Woodside, Arch G., Golfetto, Francesca, Gibbert, Michael
Format: Électronique eBook
Langue:Inglés
Publié: [Bingley, Eng.] : Emerald JAI, 2008.
Collection:Advances in business marketing & purchasing ; v. 14.
Sujets:
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.
Accès en ligne:Texto completo
Table des matières:
  • 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.

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