TY  - BOOK
AU  - Woodside, Arch G.,
AU  - Golfetto, Francesca,
AU  - Gibbert, Michael,
TI  - Creating and managing superior customer value
SN  - 9781848551725
PY  - 2009///
CY  - Bingley
PB  - JAI Press
KW  - Customer relations
KW  - Management
KW  - Relationship marketing
N1  - 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
N2  - 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
ER  -