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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Bibliographic Details
Other Authors: Woodside, Arch G., Golfetto, Francesca., Gibbert, Michael.
Format: eBook
Language: English
Published: [Bingley, Eng.] : Emerald JAI, 2008.
Series: Advances in business marketing and purchasing ; v. 14.
Subjects:
Customer relations > Management.
Relationship marketing.
elektronické knihy
electronic books
ISBN: 9781848551732
1848551738
9781848551725
Physical Description: 1 online zdroj (ix, 477 p.) : ill.

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Table of contents

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020 |a 1848551738  |q (ebook) 
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245 0 0 |a Creating and managing superior customer value  |h [elektronický zdroj] /  |c edited by Arch G. Woodside, Francesca Golfetto, Michael Gibbert. 
260 |a [Bingley, Eng.] :  |b Emerald JAI,  |c 2008. 
300 |a 1 online zdroj (ix, 477 p.) :  |b ill. 
490 1 |a Advances in business marketing and purchasing,  |x 1069-0964 ;  |v v. 14 
504 |a Includes bibliographical references. 
505 0 |a Part A. Value dimensions, conceptualizations of value: what is value. 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. 
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. 
588 |a Description based on print version record. 
504 |a Obsahuje bibliografie 
506 |a Plný text je dostupný pouze z IP adres počítačů Univerzity Tomáše Bati ve Zlíně nebo vzdáleným přístupem pro zaměstnance a studenty univerzity 
650 4 |a Customer relations  |x Management. 
650 4 |a Relationship marketing. 
655 7 |a elektronické knihy  |7 fd186907  |2 czenas 
655 9 |a electronic books  |2 eczenas 
700 1 |a Woodside, Arch G. 
700 1 |a Golfetto, Francesca. 
700 1 |a Gibbert, Michael. 
776 0 8 |i Print version:  |t Creating and managing superior customer value.  |d [Bingley, Eng.] : Emerald JAI, 2008  |z 9781848551725  |w (OCoLC)276867560 
830 0 |a Advances in business marketing and purchasing ;  |v v. 14. 
856 4 0 |u https://proxy.k.utb.cz/login?url=http://www.emeraldinsight.com/1069-0964/14  |y Plný text 
992 |a BK  |c EBOOK-TN  |c BME 
999 |c 70361  |d 70361 
993 |x NEPOSILAT  |y EIZ 

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