Topic
Value proposition
About: Value proposition is a research topic. Over the lifetime, 3582 publications have been published within this topic receiving 88855 citations.
Papers published on a yearly basis
Papers
More filters
TL;DR: In this article, the drivers behind small-scale retailers' collective success, even after a decade of sustained growth of the “modern” retail sector in Latin America, were examined along with selected ratios from the strategic resource model.
Abstract: Purpose – To understand the drivers behind small‐scale retailers' collective success, even after a decade of sustained growth of the “modern” retail sector in Latin America.Design/methodology/approach – The study described in this paper was sponsored by the Coca‐Cola Retailing Research Council – Latin America. Consumer research for this study was based both on primary and secondary sources. To understand the drivers behind small‐scale retailers' collective success, standard frameworks were adapted for evaluating their value proposition and business model. Customer‐facing value drivers were examined along with selected ratios from the strategic resource model.Findings – In spite of being “poor,” emerging consumers have a substantial purchasing power as a group. They work with a very specific set of products, categories and store format needs that distinguish them from other consumers. These distinct needs imply that it is not “just a matter of money and time” for them to change their purchasing patterns ov...
93 citations
TL;DR: In this article, the authors explored the effect of new service bonds on customer commitment through the creation of knowledge and relational values, particularly in the museum industry, and found that both traditional relationship tactics and new service bond affect customers' perceived relationship investment of a museum.
92 citations
TL;DR: Based on the principle that customer value is a key concept in the marketing discipline, the authors presents a review and critique of current knowledge in this field, which is a dynamic an...
Abstract: Based on the principle that customer value is a key concept in the marketing discipline, this paper presents a review and critique of current knowledge in this field. Customer value is a dynamic an...
92 citations
Book•
03 Oct 2009
TL;DR: The value-focused enterprise is a four-step process that starts and sustaining the value proposition, and ends with the creation of a value proposition.
Abstract: Chapter - 00: Introduction Chapter - 01: What do you really think about customers? Chapter - 02: What is a value proposition? Chapter - 03: The value-focused approach Chapter - 04: Creating your value proposition Chapter - 05: Value Proposition Builder: Market Chapter - 06: Value Proposition Builder: The value experience Chapter - 07: Value Proposition Builder: Offerings Chapter - 08: Value Proposition Builder: Benefits Chapter - 09: Value Proposition Builder: Alternatives and differentiation Chapter - 10: Value Proposition Builder: Proof Chapter - 11: Value proposition template and value proposition statement Chapter - 12: Message development Chapter - 13: Implementation Chapter - 14: Starting and sustaining Chapter - 15: The value-focused enterprise
91 citations
TL;DR: In this article, the authors address the concerns associated with talent acquisition and how employer brand can overcome some of them and further facilitate the development of the unique employee value proposition based on the person-need fit of talent.
Abstract: This paper addresses the concerns associated with talent acquisition and how employer brand can overcome some of them. Based on the literature review and supported with the first stage sequential mixed method exploratory research, the paper summarises and aggregates the results of a pilot study conducted on a section of prospective employees of India. The study contributes to the sparse academic and empirical work on employer branding. The empirical results are initial steps towards the development of a scale for measuring employer brand in a later stage. The current study will further facilitate development of the unique employee value proposition based on the person-need fit of talent. The research is based in an Indian setting which makes it all the more relevant in current economic scenario. The paper concludes with theoretical and practical implications followed by directions for the future research.
90 citations