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Creating and managing superior customer value

Record Type:	Electronic resources : Monograph/item
Title/Author:	Creating and managing superior customer value/ edited by Arch G. Woodside, Francesca Golfetto, Michael Gibbert.
other author:	Woodside, Arch G.
Published:	[Bingley, Eng.] :Emerald JAI, : 2008.,
Description:	1 online resource (ix, 477 p.) :ill. :
Subject:	Customer relations - Management. -
Online resource:	http://www.emeraldinsight.com/1069-0964/14
ISBN:	9781848551732 (electronic bk.)

Creating and managing superior customer value
Creating and managing superior customer value[electronic resource]/edited by Arch G. Woodside, Francesca Golfetto, Michael Gibbert. - [Bingley, Eng.] :Emerald JAI,2008. - 1 online resource (ix, 477 p.) :ill. - Advances in business marketing and purchasing,v. 141069-0964 ;. - Advances in business marketing and purchasing ;v. 14..

Includes bibliographical references.

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 customervalue 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 inindustrial 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 pricingin industrial markets / Andreas Hinterhuber ; Value creation options for contract manufacturers: market strategy transitionand coevolution in networks / Paul Matthyssens, Koen Vandenbempt and Sara Weyns.

"Superior Customer Value" (SCV) advances theory and offers new toolsuseful 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 andinitial 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 strategyin 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 arecertainly 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 inproducts and services - critical abilities for product-service executives.

ISBN: 9781848551732 (electronic bk.)Subjects--Topical Terms:

93903
Customer relations
--Management.

LC Class. No.: HF5415.5 / .C74 2008

Dewey Class. No.: 658.812

Universal Decimal Class. No.: 339.1

Creating and managing superior customer value
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245 0 0 $a Creating and managing superior customer value $h [electronic resource]/ $c edited by Arch G. Woodside, Francesca Golfetto, Michael Gibbert.
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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 customervalue 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 inindustrial 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 pricingin industrial markets / Andreas Hinterhuber ; Value creation options for contract manufacturers: market strategy transitionand coevolution in networks / Paul Matthyssens, Koen Vandenbempt and Sara Weyns.
520 $a "Superior Customer Value" (SCV) advances theory and offers new toolsuseful 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 andinitial 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 strategyin 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 arecertainly 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 inproducts and services - critical abilities for product-service executives.
588 $a Description based on print version record.
650 0 $a Customer relations $x Management. $3 93903
650 0 $a Relationship marketing. $3 131657
650 7 $a Sales & marketing. $2 bicssc $3 232882
650 7 $a Business & Economics $x Sales & Selling. $2 bisacsh $3 333189
700 1 $a Woodside, Arch G. $3 195237
700 1 $a Golfetto, Francesca. $3 333187
700 1 $a Gibbert, Michael. $3 333188
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. $3 333186
856 4 0 $u http://www.emeraldinsight.com/1069-0964/14