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Creating and managing superior customer value / edited by Arch G. Woodside, Francesca Golfetto, Michael Gibbert.

Contributor(s): Material type: TextTextSeries: Advances in business marketing and purchasing ; 14Publication details: Bingley : JAI Press, c2009.Description: ix, 477 p. : ill ; 24 cmISBN:
  • 9781848551725
Subject(s):
Contents:
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 Str&oumlet;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: 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.
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Item type Current library Call number Status Date due Barcode
REGULAR University of Wollongong in Dubai Main Collection 658.812 CR EA (Browse shelf(Opens below)) Available T0037545

Originally published: 2008. Includes bibliographical references.

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 Str&oumlet;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.

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.

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