Topic
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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TL;DR: In this paper, a conceptual model to explain value co-creation in terms of service provider-customer interaction practices (SPCI practices) was developed, which can be used to define value propositions and assess the types and amount of value that are co-created.
37 citations
TL;DR: In this paper, the authors consider how a more marketing-oriented approach was adopted by the British Library in order to clarify and communicate its value proposition to its identified target markets, and in doing so, hopefully achieving a sustainable competitive advantage on an ongoing basis.
Abstract: Public sector organisations are being increasingly subjected to both legislative and competitive pressures forcing them to reconsider their relationships with users and customers (Chapman and Cowdell, 1998) in order to develop a more overt marketing orientation (defined as focusing on customer needs as the primary drivers of organisational performance (Jobber, 2004)). The creation of customer value underlies the development of a meaningful marketing orientation, and is a nettle that more public sector and not-for-profit organisations will have to grasp. This article considers how a more marketing-oriented approach was adopted by the British Library in order to clarify and communicate its value proposition to its identified target markets, and in doing so, hopefully achieving a sustainable competitive advantage on an ongoing basis.
Copyright © 2005 John Wiley & Sons, Ltd.
37 citations
TL;DR: The exclusive value principle is one important factor determining the value of the service to the customer as mentioned in this paper, and high margins often result from the customer's perceptions of "exclusive value" (i.e., the perception that the product is worth more than its price).
Abstract: The exclusive value principle is one important factor determining the value of the service to the customer. High margins often result from the customer′s perceptions of “exclusive value”. Success depends on understanding and making decisions within the context of the customer′s psychic domain. Provides a brief review of background information and the concept of exclusive value as well as “critical factors” in psychic space. Summarizes sample psychic factors of import in marketing. Relates and illustrates exclusive value to costs, margins and risks. Provides sample scenarios to illustrate the important points.
37 citations
TL;DR: This article aims to propose a framework with hybrid approach to capture and evaluate conceptual factors of smart PSS in fuzzy front end through a hybrid approach integrating fuzzy DEMATEL, modified-ANP and fuzzy TOPSIS.
37 citations
TL;DR: In this paper, a case study of Rolls-Royce airplane engines is presented, which reveals the contribution of relational governance in unfolding the economic benefits of non-ownership, which aims at a smart allocation of uncertainty upsides and downsides between providers and clients.
Abstract: Entrepreneurs, managers, and consumers are attracted by the promise of nonownership services in the sharing economy—to enjoy benefits of assets without bearing the costs and downsides of ownership. Firms using nonownership contracts aim to transform uncertainties of clients (e.g., unpredictable changes in value of that asset, unforeseen costs such as repairs, or even black swan events) into business opportunities for providers. In many cases, the reality is that nonownership does not live up to the promised value propositions (as present in the struggle of companies such as Uber, BP, or the entire Biopharma industry) to exploit the potential of nonownership. This paper unveils the underlying paradox of nonownership, which aims at a smart allocation of uncertainty upsides and downsides between providers and clients. It identifies the potential of relational governance mechanisms to handle the uncertainty challenges apparent in nonownership. Further, it presents a pioneering case study of Rolls-Royce airplane engines, which unveils the contribution of relational governance in unfolding the economic benefits of nonownership.
37 citations