Showing papers on "Value proposition published in 1993"
TL;DR: In this paper, the authors present a perceived value approach to the determination of price in business marketing, where the vendor assesses the value of the product to each customer and charges a price based upon the customer's perceived value of attributes of the offering that each receives.
127 citations
Journal Article•
TL;DR: In this article, the authors define value as what the customer got divided by what it cost the customer (GOT/COST) to buy the product. And they argue that to be competitive, organizations must provide the minimum acceptabl..
Abstract: Ultimately, there is just one business issue: delivering value to customers. Value can be defined as what the customer got divided by what it cost the customer (GOT/COST). To be competitive, organizations must provide the minimum acceptabl..
3 citations