Creating and Managing Superior Customer Value (Advances in Business Marketing and Purchasing, Volume 14)

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More About This Textbook


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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Product Details

Table of Contents

List of Contributors vii

Editorial Review Board ix

Part A Value Dimensions, Conceptualizations of Value - What is Value

Customer Value: Theory, Research, and Practice Arch G. Woodside Francesca Golfetto Michael Gibbert 3

Intangible Value in Buyer-Seller Relationships Roger Baxter 27

Final Customers' Value in Business Networks Stephan C. Henneberg Stefanos Mouzas 99

Functions, Trust, and Value in Business Relationships Thomas Ritter Achim Walter 129

Part B Metrics and Measurement - How to Measure Value

Customer Value Metrics Bruno Busacca Michele Costabile Fabio Ancarani 149

Total Cost of Ownership and Customer Value in Business Markets Gabriela Herrera Piscopo Wesley Johnston Dan N. Bellenger 205

Linking Customer Value to Customer Share in Business Relationships Wolfgang Ulaga Andreas Eggert 221

Part C Strategic Aspects - How to Create Value

Configurations and Control of Resource Interfaces in Industrial Networks Enrico Baraldi Torkel Str&oumlet;msten 251

Creating Superior Value Through Network Offerings Bernard Cova Robert Salle 317

Competence-Based Value Framing For Business-to-Business Customers Francesca Golfetto Fabrizio Zerbini Michael Gibbert 343

Part D Operational Aspects, Value Propositions and Pricing - How to Capture Value

Value Delivery and Value-Based Pricing in Industrial Markets Andreas Hinterhuber 381

Value Creation Options for Contract Manufacturers: Market Strategy Transition and Coevolution in Networks Paul Matthyssens Koen Vandenbempt Sara Weyns 449

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