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001 ocn604984890
003 OCoLC
005 20221116060128.0
008 100408s2008 enka fob 000 0 eng d
006 m o d
007 cr cnu---unuuu
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019 $a761448000
020 $a9781848551732$q(electronic bk.)
020 $a1848551738$q(electronic bk.)
020 $z9781848551725$q(hbk.)
020 $z184855172X
035 $a(OCoLC)604984890$z(OCoLC)761448000
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245 00 $aCreating and managing superior customer value /$cedited by Arch G. Woodside, Francesca Golfetto, Michael Gibbert.
260 $a[Bingley, Eng.] :$bEmerald JAI,$c2008.
300 $a1 online resource (ix, 477 pages) :$billustrations
336 $atext$btxt$2rdacontent
337 $acomputer$bc$2rdamedia
338 $aonline resource$bcr$2rdacarrier
490 1 $aAdvances in business marketing and purchasing,$x1069-0964 ;$vv. 14
504 $aIncludes 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 00 $gPart A: Value dimensions, conceptualizations of value, what is vale. --$tCustomer value: theory, research, and practice /$rArch G. Woodside, Francesca Golfetto and Michael Gibbert. --$tIntangible value in buyer-seller relationships /$rRoger Baxter. --$tFinal customers' value in business networks /$rStephan C. Henneberg and Stefanos Mouzas. --$tFunctions, trust, and values in business relationships /$rThomas Ritter and Achim Walter. --$gPart B: Metrics and measurement, how to measure value. --$tCustomer value metrics /$rBruno Busacca, Michele Costabile and Fabio Ancarani. --$tTotal cost of ownership and customer value in business markets /$rGabriela Herrera Piscopo, Wesley Johnston and Dan N. Bellenger. --$tLinking customer value to customer share in business relationships /$rWolfgang Ulaga and Andreas Eggert. --$gPart C: Strategic aspects, how to create value. --$tConfigurations and control of resource interfaces in industrial networks /$rEnrico Baraldi and Torkel Strömsten. --$tCreating superior value through network offerings /$rBernard Cova and Robert Salle. --$tCompetence-based value framing for business-to-business customers /$rFrancesca Golfetto, Fabrizia Zerbini and Michael Gibbert. --$gPart D: Operational aspects, value propositions and pricing, how to capture value. --$tValue delivery and value-based pricing in industrial markets /$rAndreas Hinterhuber. --$tValue creation options for contract manufacturers: market strategy transition and coevolution in networks /$rPaul Matthyssens, Koen Vandenbempt and Sara Weyns.
588 0 $aPrint version record.
650 0 $aCustomer relations$xManagement.
650 0 $aRelationship marketing.
650 6 $aMarketing relationnel.
650 7 $aSales & marketing.$2bicssc
650 7 $aBusiness & Economics$xSales & Selling.$2bisacsh
650 7 $aGestion d'entreprises.$2eclas
650 7 $aBusiness and Management.$2eflch
650 7 $aCustomer relations$xManagement.$2fast$0(OCoLC)fst00885539
650 7 $aRelationship marketing.$2fast$0(OCoLC)fst01093590
650 7 $aKundenmanagement$2gnd
650 7 $aKundenwert$2gnd
650 7 $aStrategisches Management$2gnd
655 0 $aElectronic books.
655 4 $aElectronic books.
655 7 $aAufsatzsammlung.$2swd
700 1 $aWoodside, Arch G.
700 1 $aGolfetto, Francesca.
700 1 $aGibbert, Michael.
776 08 $iPrint version:$tCreating and managing superior customer value.$d[Bingley, Eng.] : Emerald JAI, 2008$z9781848551725$w(OCoLC)276867560
830 0 $aAdvances in business marketing & purchasing ;$vv. 14.
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