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Book cover: Advances in Business Marketing and Purchasing

Advances in Business Marketing and Purchasing

ISSN: 1069-0964
Series editor(s): Professor Arch Woodside

Subject Area: Marketing

Content: Series Volumes | icon: RSS Current Volume RSS

 

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Customer value: theory, research, and practice


Document Information:
Title:Customer value: theory, research, and practice
Author(s):Arch G. Woodside, Francesca Golfetto, Michael Gibbert
Volume:14 Editor(s): Arch G. Woodside, Francesca Golfetto, Michael Gibbert ISBN: 978-1-84855-172-5 eISBN: 978-1-84855-173-2
Citation:Arch G. Woodside, Francesca Golfetto, Michael Gibbert (2008), Customer value: theory, research, and practice, in Arch G. Woodside, Francesca Golfetto, Michael Gibbert (ed.) Creating and managing superior customer value (Advances in Business Marketing and Purchasing, Volume 14), Emerald Group Publishing Limited, pp.3-25
DOI:10.1016/S1069-0964(08)14001-7 (Permanent URL)
Publisher:Emerald Group Publishing Limited
Article type:Chapter Item
Abstract:This first paper examines total benefits and total costs of product–service designs as antecedents to customer value assessment. It introduces the reader to all the papers in this volume. The first half of the paper offers a model of customer value assessment. This section describes research studies in industrial marketing contexts that illustrate the core propositions in the model. The second half of the paper provides brief introductions to the papers in this volume; these papers offer further evidence supporting the view that discontinuous innovations offer superior customer value but customers tend to eventually become increasingly comfortable with the status quo and move away from adopting superior proven technologies. This paper advocates being mindful of the marketplace dynamics affecting value. The volume serves to increase knowledge and understanding of the dynamic forces affecting changes in customer value.

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