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Value proposition

About: Value proposition is a research topic. Over the lifetime, 3582 publications have been published within this topic receiving 88855 citations.


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Journal ArticleDOI
TL;DR: In this paper, the authors present a survey of the state of the art in the field of bioinformatics and biomedicine, focusing on the effects of artificial intelligence.
Abstract: Article history: Received: January 18, 2019 Received in revised format: Feb-

21 citations

Journal ArticleDOI
TL;DR: In this paper, the authors focus on the phygital customer journey of 50 millennials from Italy and present a methodology to investigate 50 customers from Italy who described a journey they had recently made.
Abstract: The wider possibility of connectivity offers additional opportunities for customers to experience value propositions. The online world is only one side of the customer experience. The integration of digital technologies, social presence and physical elements increases the complexity of customer journey. This paper aims to map the phygital customer journey by focusing on millennials.,The study adopted a qualitative methodology to investigate 50 millennials from Italy. Millennials had to describe, in two phases, a journey they had recently made. First, they used sticky notes with no restrictions on expressing their feelings and structuring their CJ. Second, customers transferred the sticky notes’ contents, consider the information provided and map the journey with additional details using the Uxpressia software.,This paper frames the Millennials customer journey as a cycle of four moments: connect, explore, buy and use. Each moment enacts the customer experience as a mixture of emotional, behavioural and social responses. Online and offline interactions blur the boundaries between the physical and digital world (i.e. phygital): millennials move back-and-forth or jump from one action to another according to the evolving path of emotions and interactions.,The phygital customer journey provides an alternative understanding of customer journey occurring as a fuzzy process or loop. A phygital map develops as a circular path of moments seen as phenomenological microworlds of events, interactions, relationships and emotions.

21 citations

Book ChapterDOI
17 Jul 2017
TL;DR: This paper illustrates how the approach “Value Proposition Design” can support manufacturing firms to develop Smart Service Business Models and presents insights from an applied research project, in which two different Business Model alternatives have been derived from applying Value Proposition Design.
Abstract: The digital transformation of economies is one of the megatrends of today’s world. The advancing equipment of machines and products with sensors and connectivity as well as their intelligent interconnection among each other leads to a mergence between physical and virtual worlds. This development is not limited to smart production systems in terms of an “Industry 4.0” only, but will also affect the increasingly important service business of manufacturing companies. Regarding “Smart Services” (data-based bundles of services, digital applications and technologies), the development of appropriate business models is seen as a key challenge for companies. Our paper illustrates how the approach “Value Proposition Design” can support manufacturing firms to develop Smart Service Business Models. Thus, we present insights from an applied research project, in which two different Business Model alternatives have been derived from applying Value Proposition Design.

21 citations

Journal ArticleDOI
TL;DR: The marketing literatures have long advocated that firms should not focus on selling products, but rather on fulfilling customers' needs (Levitt, 1960). Over the past decades, the development of marketing has pursued this track in an attempt to create competitive advantages by facilitating customised value propositions on a one-to-one basis, most notably in customer relationship management (CRM) and segmentation schemes.
Abstract: The marketing literatures have long advocated that firms should not focus on selling products, but rather on fulfilling customers’ needs (Levitt, 1960). Over the past decades, the development of marketing has pursued this track in an attempt to create competitive advantages by facilitating customised value propositions on a one-to-one basis, most notably in customer relationship management (CRM) and segmentation schemes (Peppers et al., 1999; Simkin, 2008; Payne et al., 2008). One of the key principles for tailoring successful products and services is to create superior value by maintaining and enhancing buyer-seller relationships. Customer relationship management in particular is a broad topic that interests many marketers. However, the extensive contribution of authors, whom have defined CRM, has produced a rich and diverse set of meanings, which has caused much confusion in terms of handling and managing the concept. Nevertheless, more recently, the field of CRM has begun to converge on a common definition (Boulding et al., 2005). According to Boulding et al. (2005) CRM is not only a customer focused orientation, but rather, an integration of all relationships and use of systems to collect and

21 citations

15 Jun 2014
TL;DR: In this paper, the authors investigated the value proposition of residential battery systems to customers and evaluated potential business models based on a small-scale field test together with two utilities, and concluded that RBS will not become cost-efficient in the foreseeable future.
Abstract: The boost of electricity generation from fluctuating renewable sources comes with the challenge of how to cope with intermittence. Energy storage with batteries could be one solution. The German government has launched a program to incentivize battery installations in conjunction with roof-top PV (photovoltaics) for home owners. This segment of “residential battery systems” (RBS), with capacities typically between 4 and 15 kWh, may grow rapidly over the next few years. This study investigates the value proposition of RBS to customers. For the case of RBS in Germany, research has been conducted in three independent parts: model-based analysis of the battery system’s expected profitability, empirical study of customer expectations and perceived value proposition, and modelbased analysis of technology acceptance. Finally, potential business models around RBS have been evaluated based on a small-scale field test together with two utilities. A brief taxonomy of potential international markets for RBS has been also derived. The authors conclude that RBS will not become cost-efficient in the foreseeable future. Under very favorable circumstances (rising electricity prices, decreasing feed-in tariffs, strong economy of scale for batteries), RBS may eventually become costefficient. However, from a marketing point of view, RBS appear to be a “win-win” for home owners – as a potentially profitable way of optimizing residential electricity consumption, and as a tool which provides the reassurance of being “self-sufficient”. Other markets outside Germany, e.g. off-grid applications, may be even more promising for RBS.

21 citations


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Performance
Metrics
No. of papers in the topic in previous years
YearPapers
20241
2023194
2022426
2021307
2020300
2019308