Creating Enduring Customer Value-Reference-Cited by-同舟云学术

Creating Enduring Customer Value

Published:2022-11 Issue:2 Volume:8 Page:241-252
ISSN:2394-9643
Container-title:Journal of Creating Value
language:en
Short-container-title:Journal of Creating Value

Author:

Sheth Jagdish N.¹,Uslay Can²

Affiliation:

1. Goizueta School of Business, Emory University, Atlanta, Georgia, United States

2. Rutgers Business School, Rutgers University, New Brunswick, New Jersey, United States

Abstract

Definition precedes measurement. The authors define and discuss value, customers and processes to create value. To do so, they distinguish between three business philosophies (product-centric, competition-centric and customer-centric), three types of customers (user, payer and buyer) and three primary types of value (performance, affordability and service) based on these customers’ preferences. They introduce and give examples of 10 unique ways of creating value for customers and conclude with research questions for creating enduring customer value.

Publisher

SAGE Publications

Subject

Marketing,Business, Management and Accounting (miscellaneous),Business and International Management

Link

http://journals.sagepub.com/doi/pdf/10.1177/23949643221121865

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