scholarly journals Money talks: Customer-initiated price negotiation in business-to-business sales interaction

2018 ◽  
Vol 13 (1) ◽  
pp. 95-118 ◽  
Author(s):  
Jarkko Niemi ◽  
Linda Hirvonen
Keyword(s):  
Customer Value ◽  
Real Life ◽  
Positive Signal ◽  
Marketing Literature ◽  
Service Value ◽  
Price Negotiation ◽  
Product Service ◽  
Depth Analysis ◽  
Business To Business ◽  
Sales Interaction

This article provides an in-depth analysis of a conversational exchange initiated by a customer’s price question in real-life business-to-business (B2B) sales encounters. The analysis focusses on when the customer requests a price, what that implies as well as how the price discussion is conducted. Marketing literature usually considers product/service price to be an obstacle that the salesperson needs to overcome; we demonstrate that the price question is a positive signal for the salesperson. By requesting the price, the customer claims sufficient understanding of the offer, recognition of the service value and a readiness to move to the next phase in the meeting. The salesperson initiates an insert expansion to tailor the price to her or his customer and then informs the price in an expanded clausal response to build customer value. The conversation analytic study was based on a dataset of 13 video-recorded B2B sales meetings in Finland.

How to Improve Remanufacturing?—A Systematic Analysis of Practices and Theories

2018 ◽  
Vol 141 (2) ◽  
Author(s):  
Tomohiko Sakao ◽  
Erik Sundin
Keyword(s):  
Customer Value ◽  
Success Factors ◽  
Theory And Practice ◽  
Systematic Analysis ◽  
Effect Analysis ◽  
Product Service ◽  
Fishbone Diagram ◽  
Cause And Effect Analysis ◽  
The Right ◽  
A Company

Remanufacturing has gained attention from industry, but the literature lacks the scientific comprehension to realize efficient remanufacturing. This hinders a company from commencing or improving remanufacturing efficiently. To fill this gap, the paper proposes a set of practical success factors for remanufacturing. To do so, it analyzes remanufacturing practices in industry through interviews with staff from remanufacturing companies with long experience. The practical success factors are found to be (1) addressing product and component value, (2) having a customer-oriented operation, (3) having an efficient core acquisition, (4) obtaining the correct information, and (5) having the right staff competence. Next, the paper further analyzes remanufacturing processes theoretically with both cause and effect analysis and means-ends analysis. Since the factors show that, among other things, the product/service system (PSS) is highly relevant to remanufacturing in multiple ways, theories on the PSS are partly utilized. As a result, the distinctive nature of remanufacturing underlying in the processes is found to have high variability, high uncertainty and, thus, also complexity. The obtained insights from practice and theory are found to support each other. In addition, a fishbone diagram for remanufacturing is proposed based on the analysis, including seven m's, adding two new m's (marketing and maintenance) on top of the traditional five m's (measurement, material, human, method, and machine) in order to improve customer value. The major contribution of the paper lies in its insights, which are grounded in both theory and practice.

scholarly journals Pembelajaran Pendidikan Agama Islam berdasarkan pendekatan logis untuk meningkatkan pikiran kritis dan motivasi berprestasi di SMK Kita Bhakti dan SMK Raden Fatah Mojosari

2017 ◽  
Vol 1 (1) ◽  
pp. 25
Author(s):  
Syu'aib Nawawi
Keyword(s):  
Critical Thinking ◽  
Religious Education ◽  
Real Life ◽  
Islamic Education ◽  
Third Grade ◽  
Limit Values ◽  
Logical Approach ◽  
Depth Analysis ◽  
Scientific Approach ◽  
Interesting Learning

Science given by God to man through his brain an integral part of the values of divinity as essential sources of knowledge, is of God. Apart from the paradigm that reduces intuition and metaphysical things, al-Qur'an as unceasingly called for people to continue reviewing, researching, studying, thinking and examine all of the phenomena that exist, because nothing in this world that is created in vain. The motivation given, is nothing for man to know and realize the power of his mind in order to add to the faith in God. Fortunately models such as the way of thinking so that the characteristics of 2013. The curriculum is a danger that a scientific approach that uses the methods of scientific thinking stands by itself without any control limit values contained wise in religion (Islam). Make learning Islamic education students based on a logical approach to improve critical thinking and motivation of achievement in SMK and SMK Bhakti We Raden Patah Mojosari be an interesting learning model and help teachers to improve learning effectiveness. This study used a qualitative approach through case studies. Researchers conducted this study to determine "how" (how) Implementation of Islamic religious education teaching third grade students based on a logical approach to improve critical thinking and motivation of achievement in SMK and SMK Bhakti We Mojosari Raden Patah. This study tends toward descriptive because its purpose is to describe and analyze the data obtained in depth with the hope to find out in detail the implementation of Islamic religious education third grade student learning based on a logical approach to improve critical thinking and motivation of achievement at SMK We Bhakti and vocational Raden Patah Mojosari. From in-depth analysis can be summarized as follows: 1) We approach learning in SMK and SMK Bhakti Raden Patah Mojosari logical approach emphasizes the processes and skills in accordance with the learning materials. materials adapted to the level of development of learners learn. 2) Implementation of the learning curriculum implemented in 2013 at SMK and SMK Bhakti We Raden Patah Mojosari using a scientific approach. The learning process touches three domains, namely the attitude, knowledge and skills. 3) Questions or both written and oral evaluation of teaching is based on a logical approach to improve critical thinking and motivation of achievement in SMK and SMK Bhakti We Raden Patah Mojosari good and inspire learners to give a good answer and true anyway. 4) Study of Islamic education is based on a logical approach becomes more meaningful and real. This means that students are required to be able to capture the relationship between the experience of learning in school to real life. However, in this context, of course, teachers need extra attention and guidance to students so that learning objectives in accordance with what was originally applied

1. The nature of marketing

2021 ◽  
pp. 1-15
Author(s):  
Kenneth Le Meunier-FitzHugh
Keyword(s):  
Customer Value ◽  
Service Marketing ◽  
For Profit ◽  
Physical Evidence ◽  
Not For Profit ◽  
Wide Range ◽  
Marketing Service ◽  
The 1960S ◽  
Consumer Marketing ◽  
Business To Business

This chapter discusses the nature and origins of marketing. Marketing covers a wide range of essential business activities which ensure that customers can obtain the products and services that they want and need, when and how they want them. The most common applications of marketing are consumer marketing, business-to-business marketing, service marketing, not-for-profit marketing, and international marketing. Since the 1960s, marketing has used the four Ps of Price, Place, Product, and Promotion to deliver its marketing objectives and this has now been expanded to include another three Ps of People, Physical Evidence, and Process. The chapter also includes an assessment of what is customer value.

Customer value in self-service kiosks: a systematic literature review

2018 ◽  
Vol 46 (5) ◽  
pp. 507-527 ◽  
Author(s):  
Yulia Vakulenko ◽  
Daniel Hellström ◽  
Pejvak Oghazi
Keyword(s):  
Literature Review ◽  
Customer Service ◽  
Systematic Literature Review ◽  
Value Creation ◽  
Customer Value ◽  
Managerial Decision ◽  
Content Type ◽  
Depth Analysis ◽  
Self Service ◽  
Self Service Technology

Purpose The purpose of this paper is to provide a cohesive overview of the available self-service and customer value literature, identify customer value in self-service kiosks (SSKs), and analyze this value from the customer experience perspective. Design/methodology/approach The study comprises a systematic literature review of available works on customer value. Findings The paper presents conclusions on the SSK’s technological forms, presence in industries, and conceptual state. The review also provides a cohesive inventory of customer value elements in SSKs. The in-depth analysis proposes two alternative models of the customer value creation process: linear and circular. Research limitations/implications The study reveals gaps stemming from the inconsistency and fragmented nature of previous research on customer value in SSKs. The gaps are treated as opportunities for future studies. Practical implications By identifying new sources of competitive advantage and new ways to improve customer service strategies and experience management, the findings support managerial decision making at the stages of considering, implementing, and improving SSK networks. Originality/value This study is the first to systematically review and provide an inventory of customer value elements in SSKs. It, therefore, offers new perspectives on customer value creation using self-service technology.

Understanding Customer Value in Business-to-Business Relationships

2005 ◽  
Vol 12 (2) ◽  
pp. 1-38 ◽  
Author(s):  
Ajay Menon ◽  
Christian Homburg ◽  
Nikolas Beutin
Keyword(s):  
Customer Value ◽  
Business Relationships ◽  
Business To Business

3103 Support of Life Cycle Management based on Product Service Value

2001 ◽  
Vol 2001.11 (0) ◽  
pp. 267-268
Author(s):  
Tomoyuki HATA ◽  
Satoru KATO ◽  
Fumihiko KIMURA
Keyword(s):  
Life Cycle ◽  
Life Cycle Management ◽  
Service Value ◽  
Product Service

The Free State University integrated reporting: a critical consideration

2015 ◽  
Vol 16 (2) ◽  
pp. 443-462 ◽  
Author(s):  
Stefania Veltri ◽  
Antonella Silvestri
Keyword(s):  
Real Life ◽  
State University ◽  
Integrated Reporting ◽  
Content Type ◽  
Stakeholder Relationships ◽  
Study Approach ◽  
Depth Analysis ◽  
Social Capitals ◽  
International Integrated Reporting Council

Purpose – The purpose of this paper is to explore the integrated report (IR) of a South African public university (UFS), by comparing it with the International Integrated Reporting Council (IIRC) framework, to verify whether UFS IR matches the IIRC framework main aims, which is integrating IC and non-IC information into a single report for stakeholders. Design/methodology/approach – The paper employs the case study approach, which is appropriate when a researcher needs to conduct a holistic and in-depth analysis of a complex phenomenon in its real-life context. As such, this method is particularly suitable for exploring intellectual and social capitals, which is complex and context-dependent by nature. Findings – UFS IR includes the content elements of the IIRC framework as labels, but it does not deepen their meaning. As regards the IIRC guidelines principles, the analysis of the UFS IR shows that it does not seem to follow them. Briefly, the data do not have an outlook orientation, the information is not interconnected, the stakeholder relationships are not highlighted and the organisational ability to create value is not disclosed. Research limitations/implications – The implications based on the “bad” experience of UFS IR aims to extend the findings of the case study by shedding light on the levers and the barriers that managers have to face when implementing an IRing project in their organisations. Originality/value – To the best of the knowledge the research is the first investigating the IR theme in the public sector, specifically the higher education sector, dealing with disclosing IC (and non-IC) information within a new reporting mode: the IR.

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