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Reflections on gaining competitive advantage through customer value
Journal of the Academy of Marketing Science, 1997Woodruff’s detailed discussion of the meaning and measurement of customer value and how companies can use customer value information in designing their strategies makes a major contribution to marketing theory and practice. It provides an insightful synthesis of the literature on customer value and points out why and how current theory on the subject ...
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Defining customer value as the driver of competitive advantage
Strategy & Leadership, 2010PurposeIn the author's experience, even veteran executives often make statements about competitive advantage that reflect either genuine misunderstanding or casual misuse of the term. This paper aims to offer a clear explanation of what constitutes competitive advantage so as to facilitate identification, assessment and strategizing.Design/methodology ...
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Customer Value. Creating a Competitive Advantage
2023William F. Christopher, Carl G. Thor
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Large-Scale Retailers, Marketing Channels and Competitive Customer Value
2018The growing complexity of today’s business systems has led to the substantial modification of retailer policies. In particular, in recent years, large-scale retailers have found ways to become more competitive by devising new policies aimed at creating competitive customer value. The creation of such value translates into the entire marketing channel’s
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Service Competitiveness: Antecedents and Consequences of Superior Customer Value
20071. INTRODUCTION The essential condition for the achieving of superior performance of a service providing company is the delivery of superior customer value, i.e. of value that is superior to the one offered by the competition. The aim of this work is, on one hand, to investigate the factors of competitiveness of service providing companies and, on the ...
Nefat, Ariana, Lucić, Snježana
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The Results from the Lifetime Value and Customer Equity Modeling Competition
Journal of Interactive Marketing, 2009Customer lifetime value (CLV) is the present value of all the future cash flows attributed to a customer relationship and customer equity (CE) is the sum of CLV values across a set of customers. They are central concepts in direct and interactive marketing, and publishing original research on these subjects has long been a focus of Journal of ...
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Extending Customer Relationship Management to Value Chain Partners for Competitive Advantage
Journal of Relationship Marketing, 2009Globalization coupled with uncertain economic times has made managing customer relationships critical for the success of firms. The objective of this theoretical article is to show why the process of customer relationship management (CRM) needs to be extended to value chain partners and how this can be done.
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An analytical model that links customer-perceived value and competitive strategies
Journal of Marketing Analytics, 2018Several authors developed predictive analytic models that link the value that represents customers to a firm (i.e., customer lifetime value) to several outcome variables, such as customer profitability, in relationship marketing. However, similar models that link the value that customers perceive and firm outcomes or customer responses are uncommon. To
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Customer orientation as a key value of modern competitive business
The monograph is devoted to the consideration of customer orientation through the prism of the key value of a competitive company, analyzes various approaches and methods of customer orientation formation. The high efficiency of the customer-oriented approach in organizations is proved, and the importance of the company's work on the implementation of ...Evgeniya Zhukova +3 more
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