Much of the research on customer perceived value in marketing has been guided by a transactional view, in which determinants of value perceptions are studied with a focus on discrete transactions rather than recurring exchange relationships. Using data collected from a survey of organizational buyers, we found that perceptions of both relational benefits and relational costs significantly influence organizational buyers' perceived value. These effects remained significant when compared with those of perceived episodic benefits and costs. Our research underscores the need for a relational perspective of customer perceived value, whereby both episodic and relational antecedents of value should be accounted for and influenced by elements of the marketing mix.

Enriching Customer Value Research with a Relational Perspective

Effects of Relationship Quality on Customer Perceived Value in Organizational Purchasing

Commoditization in the lodging industry: examining the perceptions of hotel managers

Organizations invest heavily in IT infrastructure and the data center’s share of these investments is not marginal. Organizations face the challenge of justifying capital and operational spending on these facilities and often measuring the performance of data center is ignored. Performance measurements focus on analyzing the performance of servers and software applications rather than that of the impact of the data center on the organization. Various methods that have been currently used do not convey the actual value of the data center and do not provide accurate predications of its benefit and expected performance. This report introduces a method to define the value proposition of a data center using a set of metrics that provide measures for a number of variables that define the behavior and outcomes of a data center. An analysis of the data center behavior and outcome will provide a system model from which stakeholder value can be defined.

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A System Approach For Defining Data Center Value Proposition

Introduction: The Search for Strategy The Value Process Value as Experience and Decision Value in Action: The Transaction Strategy and Creating Value Turnover and the New World of Business Creating the Market: Integration, Differentiation, and Competition Position, Profit and Strategy The Business The Business Organization The Holographic Organization Classical Organization Strategies The Value Organization Strategy Capital and Management in Value Strategy Production and the Value Relationship Producing for Value Value Relationships at Work: Co-Involvement Management and Value Glossary Bibliography Index

Michael H. Shenkman

Papers

Value and Strategy: Competing Successfully in the Nineties