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 Electronic eBook
LanguageEnglish
Published [Bingley, Eng.] : Emerald JAI, 2008.
SeriesAdvances in business marketing and purchasing ; v. 14.
Subjects
Customer relations > Management.
Relationship marketing.
elektronické knihy
electronic books
Online AccessFull text
ISBN9781848551732
1848551738
9781848551725
ISSN1069-0964 ;
DOI10.1016/S1069-0964(2008)14
Physical Description1 online resource (ix, 477 p.) : ill.

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Table of Contents:
  • 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.

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