Search Results - subject:"value‐in‐use"

Towards marketing fo funcionality : insights from Michelin and Hilti

Ben Slimane, Karim; Chaney, Damien - In: Journal of strategic marketing 23 (2015) 3, pp. 224-237

Persistent link: https://www.econbiz.de/10011300853

Customer value‐based pricing strategies: why companies resist

Hinterhuber, Andreas - In: Journal of Business Strategy 29 (2008) 4, pp. 41-50

Purpose – Customer value‐based pricing is increasingly recognised by academics and practitioners as the most effective approach to pricing for companies wishing to achieve increased profitability and sustained success. However, despite this apparent support for the implementation of...

Persistent link: https://www.econbiz.de/10014845180

Grow your business by offering less – and more

Jackson, Stuart E. - In: Journal of Business Strategy 29 (2008) 5, pp. 47-49

Purpose – Most business leaders buy into the logic of differentiating their products from those of competitors, and of offering more complete solutions to customer needs. But what if you find that other competitors with stripped‐down offerings are gaining share? Does that mean you should...

Persistent link: https://www.econbiz.de/10014845188

Kick the discounting habit: step one for more effective pricing

Holden, Reed K. - In: Journal of Business Strategy 29 (2008) 6, pp. 14-18

Purpose – Discounting has become the crack cocaine of senior management with terrifying effects on both revenue and profits. The purpose of this paper to show managers how and where to put a stake in the ground to kick the discounting habit and move to a more effective and disciplined approach...

Persistent link: https://www.econbiz.de/10014845191

Inversions of service-dominant logic

Vargo, Stephen L.; Lusch, Robert F. - In: Marketing theory 14 (2014) 3, pp. 239-248

Persistent link: https://www.econbiz.de/10010461928

Normzweckkonforme Umsetzung fundamentaler Unternehmensbewertungsverfahren in der IFRS-Bilanzfunktion

Hachmeister, Dirk; Ruthardt, Frederik - In: IRZ : Zeitschrift für internationale Rechnungslegung 9 (2014) 10, pp. 377-383

Persistent link: https://www.econbiz.de/10015187159

Branding in B2B markets: insights from the service‐dominant logic of marketing

Ballantyne, David; Aitken, Robert - In: Journal of Business & Industrial Marketing 22 (2007) 6, pp. 363-371

about the value‐in‐use of goods extends the time‐logic of marketing. The exchange concept is no longer transaction bound … unexplored contact points in the customer service cycle, expanded to include customer assessments of value‐in‐use. Practical …

Persistent link: https://www.econbiz.de/10014842869

Customer needing: a challenge for the seller offering

Strandvik, Tore; Holmlund, Maria; Edvardsson, Bo - In: Journal of Business & Industrial Marketing 27 (2012) 2, pp. 132-141

represent desired value in use for the customer: the doing dimension comprises a relieving and an enabling function; the … case study but the ensuing concept provides a framework for further research on value in use and mental models in an … implications – The concept of customer needing extends knowledge of value in use and consequently represents an important tool in …

Persistent link: https://www.econbiz.de/10014843108

Exploiting the opportunities of Internet and multi‐channel pricing: an exploratory research

Sotgiu, Francesca; Ancarani, Fabio - In: Journal of Product & Brand Management 13 (2004) 2, pp. 125-136

Smart firms are not worried about the impact of the Internet on pricing, but realise that they have the unique opportunity to exploit new options and improve their marketing performance. Multi‐channel pricing is one of the most interesting opportunities firms can exploit in the digital...

Persistent link: https://www.econbiz.de/10014895794

Mieux comprendre la valeur phénoménologique du multicanal bancaire : le segment grand public

Goudey, Alain; Julien, Anne - Université Paris-Dauphine (Paris IX) - 2011

The purpose of this article is to acquire in-depth knowledge of how customers use multichannel financial services. In line with the service dominant logic research stream and using a phenomenological framework, we analyse the perceived value of customers in the context of each type of service....

Persistent link: https://www.econbiz.de/10011082444