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Gaining competitive advantage through customer value oriented management

Huber, Frank, Herrmann, Andreas and Morgan, Robert E. 2001. Gaining competitive advantage through customer value oriented management. Journal of Consumer Marketing 18 (1) , pp. 41-53. 10.1108/07363760110365796

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Abstract

Within the customer value literature there is a lacuna of theoretical frameworks and models that underlie consumers’ overall product valuation. This paper addresses this limitation and presents a model integrating consumer values, product benefits, and various costs of consumption. In the proposed model, benefits and costs are defined in terms of consumers’ perceptions in the activities of acquisition, consumption, and maintenance, as well as consumers’ expectation of value satisfaction before buying.

Item Type: Article
Date Type: Publication
Status: Published
Schools: Business (Including Economics)
Subjects: H Social Sciences > H Social Sciences (General)
H Social Sciences > HD Industries. Land use. Labor
H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Uncontrolled Keywords: Competitive advantage; Consumer behaviour; Perceptions; Product attributes Value
Publisher: Emerald
ISSN: 0736-3761
Last Modified: 04 Jun 2017 04:29
URI: http://orca-mwe.cf.ac.uk/id/eprint/39897

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