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Creating and Managing Superior Customer Value [electronic resource].

By: Material type: Computer fileComputer filePublisher number: 9781848551725Series: Advances in Business, Marketing and Purchasing, 14Publication details: Bradford : Emerald Group Publishing Limited, 2008.ISBN:
  • 9781848551732
Subject(s): Genre/Form: Additional physical formats: Print version:: Creating and Managing Superior Customer ValueDDC classification:
  • 658.81 658.812
LOC classification:
  • HF5410
Online resources:
Contents:
Front Cover; Creating and Managing Superior Customer Value; Copyright Page; Contents; List of Contributors; Editorial Review Board; Part A: Value Dimensions, Conceptualizations of Value - What is Value; Chapter 1. Customer Value: Theory, Research, and Practice; Strategic Stance Favoring Theory and Measurement of Value; Measuring Perceived Benefits Versus Consequences Realized; Estimating Total Benefits of Alternative Product-Service Designs; Identifying Customer Value Heuristics; Central Management Issues; Modeling Antecedents and Consequences of Customers' Assessments of Value
2. Understanding Value for the Customer: A Conceptual Framework3. Measuring Value for the Customer: Key Methodological Approaches; 4. Concluding Remarks; References; Chapter 6. Total Cost of Ownership and Customer Value in Business Markets; 1. Introduction; 2. The Total Cost of Ownership Concept; 3. TCO Cost Categories; 4. Uses of TCO Models; 5. Approaches to Calculate Total Cost of Ownership; 6. A Tco Analysis: How a Lubrication System can Lower Total Cost for a Food and Beverage Manufacturer; 7. Limitations of the TCO Approach; 8. Conclusions and Implications; References
4. Creating a Light-Weight Paper: A Solution to Many Problems
Advances in Research in Value Theory, Measurement, and PracticeValue Delivery and Value-Based Pricing in Industrial Markets; Conclusion; References; Chapter 2. Intangible Value in Buyer-Seller Relationships; 1. Introduction; 2. Relationship Theories and Issues; 3. Meaning and Management of Relationship Value; 4. Conceptualizing the Intangible Value Framework; 5. Testing the Model; 6. Discussion; 7. Limitations and Future Research; References; Chapter 3. Final Customers' Value in Business Networks; The Challenge of Managing in Business Networks; Exchange and Value
Chapter 7. Linking Customer Value to Customer Share in Business Relationships1. Introduction; 2. Customer Share and Customer Value; 3. Development of Hypotheses; 4. Empirical Study; 5. Results; 6. Discussion and Implications; 7. Limitations and Research Directions; Acknowledgments; References; Relationship Costs; Part C: Strategic Aspects - How to Create Value; Chapter 8. Configurations and Control of Resource Interfaces in Industrial Networks; 1. Introduction; 2. Theoretical Frame of Reference; 3. Method: Investigating and Analyzing Resource Interfaces
Networks and the Final CustomerIntegrating Value Horizons in Networks; Conclusions; Implications and Further Research; References; Chapter 4. Functions, Trust, and Value in Business Relationships; Introduction; Customer Relationship Value; Relationship Functions; Customer Trust; Availability of Alternative Suppliers; Empirical Study; Results; Discussion and Outlook; References; Appendix A. Indicators; Part B: Metrics and Measurement - How to Measure Value; Chapter 5. Customer Value Metrics; 1. Value for the Customer and Firm Growth: Linking Customer Value to Company Value
Summary: Advances theory and offers tools for measuring value dimensions and strength. This work focuses on advancing value theory, research and strategy in business-to-business contexts. It is suitable for improving thinking, decisions, and actions relating to th
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Enhanced descriptions from Syndetics:

Description based upon print version of record.

Front Cover; Creating and Managing Superior Customer Value; Copyright Page; Contents; List of Contributors; Editorial Review Board; Part A: Value Dimensions, Conceptualizations of Value - What is Value; Chapter 1. Customer Value: Theory, Research, and Practice; Strategic Stance Favoring Theory and Measurement of Value; Measuring Perceived Benefits Versus Consequences Realized; Estimating Total Benefits of Alternative Product-Service Designs; Identifying Customer Value Heuristics; Central Management Issues; Modeling Antecedents and Consequences of Customers' Assessments of Value

2. Understanding Value for the Customer: A Conceptual Framework3. Measuring Value for the Customer: Key Methodological Approaches; 4. Concluding Remarks; References; Chapter 6. Total Cost of Ownership and Customer Value in Business Markets; 1. Introduction; 2. The Total Cost of Ownership Concept; 3. TCO Cost Categories; 4. Uses of TCO Models; 5. Approaches to Calculate Total Cost of Ownership; 6. A Tco Analysis: How a Lubrication System can Lower Total Cost for a Food and Beverage Manufacturer; 7. Limitations of the TCO Approach; 8. Conclusions and Implications; References

4. Creating a Light-Weight Paper: A Solution to Many Problems

Advances in Research in Value Theory, Measurement, and PracticeValue Delivery and Value-Based Pricing in Industrial Markets; Conclusion; References; Chapter 2. Intangible Value in Buyer-Seller Relationships; 1. Introduction; 2. Relationship Theories and Issues; 3. Meaning and Management of Relationship Value; 4. Conceptualizing the Intangible Value Framework; 5. Testing the Model; 6. Discussion; 7. Limitations and Future Research; References; Chapter 3. Final Customers' Value in Business Networks; The Challenge of Managing in Business Networks; Exchange and Value

Chapter 7. Linking Customer Value to Customer Share in Business Relationships1. Introduction; 2. Customer Share and Customer Value; 3. Development of Hypotheses; 4. Empirical Study; 5. Results; 6. Discussion and Implications; 7. Limitations and Research Directions; Acknowledgments; References; Relationship Costs; Part C: Strategic Aspects - How to Create Value; Chapter 8. Configurations and Control of Resource Interfaces in Industrial Networks; 1. Introduction; 2. Theoretical Frame of Reference; 3. Method: Investigating and Analyzing Resource Interfaces

Networks and the Final CustomerIntegrating Value Horizons in Networks; Conclusions; Implications and Further Research; References; Chapter 4. Functions, Trust, and Value in Business Relationships; Introduction; Customer Relationship Value; Relationship Functions; Customer Trust; Availability of Alternative Suppliers; Empirical Study; Results; Discussion and Outlook; References; Appendix A. Indicators; Part B: Metrics and Measurement - How to Measure Value; Chapter 5. Customer Value Metrics; 1. Value for the Customer and Firm Growth: Linking Customer Value to Company Value

Advances theory and offers tools for measuring value dimensions and strength. This work focuses on advancing value theory, research and strategy in business-to-business contexts. It is suitable for improving thinking, decisions, and actions relating to th