000			04671cam a2200445Ia 4500
001			ocn604984890
003			OCoLC
005			20210303085304.0
006			m d
007			cr cnu---unuuu
008			100408s2008 enka fob 000 0 eng d
020			_a9781848551732 (electronic bk.) : _c£59.99 ; € 88.99 ; $110.00
020			_a1848551738 (electronic bk.) : _c£59.99 ; € 88.99 ; $110.00
020			_z9781848551725 (hbk.)
040			_aN$T _beng _cN$T _dEBLCP _dZJC
050	1	4	_aHF5415.5 _b.C74 2008
072		7	_aKJS _2bicssc
072		7	_aBUS058000 _2bisacsh
080			_a339.1
082	0	4	_a658.812 _222
245	0	0	_aCreating and managing superior customer value _h[electronic resource] / _cedited by Arch G. Woodside, Francesca Golfetto, Michael Gibbert.
260			_a[Bingley, Eng.] : _bEmerald JAI, _c2008.
300			_a1 online resource (ix, 477 p.) : _bill.
490	1		_aAdvances in business marketing and purchasing, _x1069-0964 ; _vv. 14
504			_aIncludes bibliographical references.
505	0		_aPart 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			_aDescription based on print version record.
650		0	_aCustomer relations _xManagement.
650		0	_aRelationship marketing.
650		7	_aSales & marketing. _2bicssc
650		7	_aBusiness & Economics _xSales & Selling. _2bisacsh
700	1		_aWoodside, Arch G.
700	1		_aGolfetto, Francesca.
700	1		_aGibbert, Michael.
776	0	8	_iPrint version: _tCreating and managing superior customer value. _d[Bingley, Eng.] : Emerald JAI, 2008 _z9781848551725 _w(OCoLC)276867560
830		0	_aAdvances in business marketing and purchasing ; _vv. 14.
856	4	0	_uhttps://www.emerald.com/insight/publication/doi/10.1016/S1069-0964(2008)14
913			_1BMEbacklist
999			_c31491 _d31491