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03199cam a2200265u 4500 |
PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION |
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ta |
FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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090916s2009 ||||||||||||||||||||eng|u |
INTERNATIONAL STANDARD BOOK NUMBER |
International Standard Book Number |
9781848551725 |
DATE AND TIME OF LATEST TRANSACTION |
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20170126095112.0 |
CONTROL NUMBER |
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32043 |
CONTROL NUMBER IDENTIFIER |
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UOWD |
TITLE STATEMENT |
Title |
Creating and managing superior customer value / |
Statement of responsibility, etc. |
edited by Arch G. Woodside, Francesca Golfetto, Michael Gibbert. |
PUBLICATION, DISTRIBUTION, ETC. |
Place of publication, distribution, etc. |
Bingley : |
Name of publisher, distributor, etc. |
JAI Press, |
Date of publication, distribution, etc. |
c2009. |
PHYSICAL DESCRIPTION |
Extent |
ix, 477 p. : |
Other physical details |
ill ; |
Dimensions |
24 cm. |
SERIES STATEMENT/ADDED ENTRY--TITLE |
Title |
Advances in business marketing and purchasing |
Volume/sequential designation |
14 |
GENERAL NOTE |
General note |
Originally published: 2008. Includes bibliographical references. |
FORMATTED CONTENTS NOTE |
Formatted contents note |
Table of Content List of Contributors p. vii Editorial Review Board p. ix Part A Value Dimensions, Conceptualizations of Value - What is Value Customer Value: Theory, Research, and Practice Arch G. Woodside and Francesca Golfetto and Michael Gibbert p. 3 Intangible Value in Buyer-Seller Relationships Roger Baxter p. 27 Final Customers' Value in Business Networks Stephan C. Henneberg and Stefanos Mouzas p. 99 Functions, Trust, and Value in Business Relationships Thomas Ritter and Achim Walter p. 129 Part B Metrics and Measurement - How to Measure Value Customer Value Metrics Bruno Busacca and Michele Costabile and Fabio Ancarani p. 149 Total Cost of Ownership and Customer Value in Business Markets Gabriela Herrera Piscopo and Wesley Johnston and Dan N. Bellenger p. 205 Linking Customer Value to Customer Share in Business Relationships Wolfgang Ulaga and Andreas Eggert p. 221 Part C Strategic Aspects - How to Create Value Configurations and Control of Resource Interfaces in Industrial Networks Enrico Baraldi and Torkel Ströet;msten p. 251 Creating Superior Value Through Network Offerings Bernard Cova and Robert Salle p. 317 Competence-Based Value Framing For Business-to-Business Customers Francesca Golfetto and Fabrizio Zerbini and Michael Gibbert p. 343 Part D Operational Aspects, Value Propositions and Pricing - How to Capture Value Value Delivery and Value-Based Pricing in Industrial Markets Andreas Hinterhuber p. 381 Value Creation Options for Contract Manufacturers: Market Strategy Transition and Coevolution in Networks Paul Matthyssens and Koen Vandenbempt and Sara Weyns p. 449. |
SUMMARY, ETC. |
Summary, etc. |
Superior customer value (SCV) advances theory and offers new tools useful for measuring value dimensions and strength. Achieving highly useful sensemaking about the value concept and value metrics is important because of the substantial evidence that (1) customer assessments of total value in a product-service offering strongly affect acceptance and initial purchase, (2) customer evaluations of value experiences relate strongly with retaining them and growing the share of business that these customers award specific suppliers, and (3) increases in delivered-value implemented strategies relate positively to increases in profitability. |
SUBJECT ADDED ENTRY--TOPICAL TERM |
Topical term or geographic name entry element |
Customer relations |
General subdivision |
Management. |
SUBJECT ADDED ENTRY--TOPICAL TERM |
Topical term or geographic name entry element |
Relationship marketing. |
ADDED ENTRY--PERSONAL NAME |
Personal name |
Woodside, Arch G., |
Relator term |
Editor. |
ADDED ENTRY--PERSONAL NAME |
Personal name |
Golfetto, Francesca, |
Relator term |
Editor. |
ADDED ENTRY--PERSONAL NAME |
Personal name |
Gibbert, Michael, |
Relator term |
Editor. |
ADDED ENTRY ELEMENTS (KOHA) |
Koha item type |
REGULAR |