CUSTOMER VALUE CREATION: A PRACTICAL FRAMEWORK

被引：520

作者：

Smith, J. ^{[1
]}

Colgate, Mark ^{[2
]}

机构：

[1] Univ Victoria, Fac Business, Mkt, Victoria, BC, Canada

[2] Univ Victoria, Fac Business, Serv Management, Victoria, BC, Canada

来源：

JOURNAL OF MARKETING THEORY AND PRACTICE | 2007年 / 15卷 / 01期

关键词：

D O I：

10.2753/MTP1069-6679150101

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Creation of value for customers is a critical task for marketers, particularly when developing new products and services or starting new businesses. This paper presents a new conceptual framework for marketers to ponder when exploring ways to distinguish themselves, in the eyes of the customer, from others in the marketplace. This framework is built on the strengths of existing frameworks. Possible applications of the framework in designing marketing strategy, recognizing new product opportunities, and enhancing product concept specifications are discussed.

引用

页码：7 / 23

页数：17

共 43 条

[21]

Liu AH, 2005, J BUS RES, V58, P559, DOI 10.1016/j.jbusres.2003.09.010

[22] Understanding customer value in business-to-business relationships [J].

Menon, A ;

Homburg, C ;

Beutin, N .

JOURNAL OF BUSINESS-TO-BUSINESS MARKETING, 2005, 12 (02) :1-38

[23] Business suppliers' value creation potential -: A capability-based analysis [J].

Möller, KEK ;

Törrönen, P .

INDUSTRIAL MARKETING MANAGEMENT, 2003, 32 (02) :109-118

[24] Reflections on gaining competitive advantage through customer value [J].

Parasuraman, A .

JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, 1997, 25 (02) :154-161

[25] STRATEGIC BRAND CONCEPT-IMAGE MANAGEMENT [J].

PARK, CW ;

JAWORSKI, BJ ;

MACINNIS, DJ .

JOURNAL OF MARKETING, 1986, 50 (04) :135-145

[26]

Porter M. E., 1985, COMPETITIVE ADVANTAG

[27]

Ravald A., 1996, EUR J MARKETING, V39, P19, DOI [10.1108/03090569610106626, DOI 10.1108/03090569610106626]

[28] SPECIAL POSSESSIONS AND THE EXPRESSION OF MATERIAL VALUES [J].

RICHINS, ML .

JOURNAL OF CONSUMER RESEARCH, 1994, 21 (03) :522-533

[29] The promise of entrepreneurship as a field of research [J].

Shane, S ;

Venkataraman, S .

ACADEMY OF MANAGEMENT REVIEW, 2000, 25 (01) :217-226

[30] An integrated approach toward the spatial modeling of perceived customer value [J].

Sinha, I ;

DeSarbo, WS .

JOURNAL OF MARKETING RESEARCH, 1998, 35 (02) :236-249

← 1 2 3 4 5 →