scholarly journals Competitive Advantages and Values Created and Attained Out of Well-Crafted Customer Value Propositions

2021 ◽  
Vol 16 (2) ◽  
pp. 53-73
Author(s):  
Jeffrey Yi-Lin Forrest ◽  
Dmitry A. Novikov ◽  
Stephen Larson ◽  
Fen Wang ◽  
Jing Yang
Keyword(s):  
Customer Value ◽  
Market Competition ◽  
Value Added ◽  
Future Research ◽  
Competitive Advantages ◽  
Analytical Reasoning ◽  
Potential Market ◽  
Value Propositions ◽  
Game Theoretic ◽  
Generally True

Abstract To help facilitate the development of a theoretically rigorous and practically useful theory of customer value propositions (CVP), as called for repeatedly by the extant literature, this paper establishes a game-theoretic theorem regarding the dynamics of market competition and potential market entry. On top of this result and by employing logical rigor and analytical reasoning, eight generally true facts are developed without suffering from the constraints of data- and anecdote- based approaches, as widely used in the literature. In particular, these established results reveal how a newly adopted CVP is associated with the three essential processes underlying a company’s operation, how it will be pivotal for the company to attain competitive advantages, how the value added by adopted CVPs can be determined, etc. At the end, recommendations for decision-making managers and entrepreneurs and potential questions for future research are provided.

scholarly journals Co-Creation Performance Analysis

2020 ◽  
Vol 1 (1) ◽  
pp. 15-23
Author(s):  
Rubby Rahman Tsani
Keyword(s):  
Performance Analysis ◽  
Customer Value ◽  
Degrees Of Freedom ◽  
Value Added ◽  
Survey Study ◽  
Cross Sectional ◽  
Industrial Sectors ◽  
Potential Market ◽  
Margin Of Error ◽  
Sim Card

Purpose- To conduct a survey study on Co-Creation performance analysis on XL SIM card users on XL interactive fan page. Co-creation, as a marketing strategy, aims at building character and improving product performance through collaboration with customers. This strategy is expected to increase sales and potential markets.  Telecommunication is one of the industrial sectors with greatly potential market Design/Methodology/Approach The research method used was cross-sectional method. This study was carried out with the margin of error 0.05, the degrees of freedom of dk (n-2), and one-sided test; one-tailed test. Hypothesis testing was used to determine whether the hypothesis was accepted or rejected. Findings- Co-creation performance on XL product comprised of Interaction Across, Option, Access, and Price experience. The assessment of access had highest dimension in creating customer value and had impact on customer satisfaction. On the contrary, option dimension was the lowest one. Research Limitations/Implications- Co-creation had come to be value-added product as the result of collaboration between producer and customers. However, the customers considered the performance of co-creation; option dimension, did not work effectively. Practical Implications- The results indicated that value dimension had highest average on the co-creation performance of XL sim card users. Contrarily, the smallest value obtained was option dimension. This implied that XL had provided enough access between customers and the company. Accordingly, the company knows exactly customers' needs and expectation. The customers can also choose what they need and expect from the product used.

Internet-Enabled Business Models and Marketing Strategies

2021 ◽  
pp. 103-119
Author(s):  
Chandra Sekhar Patro
Keyword(s):  
Information Technology ◽  
Business Models ◽  
Digital Technologies ◽  
Value Added ◽  
Marketing Strategies ◽  
Competitive Advantages ◽  
Analog To Digital ◽  
New Information ◽  
Value Propositions ◽  
Basic Level

The internet is continuously growing and evolving as a vital resource with which organizations can upgrade their capabilities and expand their business activities. The revolution of information technology has a major impact on internet-based business models. At the basic level, it is the shift from analog to digital technologies that are responsible for much new information technology (IT) capabilities. The IT-enabled business trends are profoundly altering the business landscape with the pace of technology change, innovation, and business adoption. Digital technologies have created innovative trends for organizations to create value propositions and perform value-added activities. The chapter articulates the various internet-based models, e-marketing business models, internet marketing strategies, and mix adopted by the organizations in leveraging the unique features of digital technology to create competitive advantages. Further, focuses on the emerging internet-based market structure and IT-enabled business marketing trends.

CUSTOMER VALUE PROPOSITIONS IN THE CONTEXT OF TECHNOLOGY COMMERCIALIZATION

2010 ◽  
Vol 14 (06) ◽  
pp. 1099-1127 ◽  
Author(s):  
MARC WOUTERS
Keyword(s):  
Real Options ◽  
Customer Value ◽  
Large Scale ◽  
Empirical Support ◽  
Technology Commercialization ◽  
Future Research ◽  
High Tech ◽  
Entrepreneurial Firms ◽  
Considerable Uncertainty ◽  
Value Propositions

Many larger, technology incumbent companies involve smaller, high-tech entrepreneurial firms in their innovation processes by outsourcing the development of new products, services, and processes. These R&D firms face the challenge of profitable technology commercialization. In this context, we study the use of customer value propositions and agreements based on these. The problem is that it is not clear how such propositions can be structured under considerable uncertainty. Real options logic seems to lend itself, in principle, to structuring value propositions. However, recent studies have discussed the organizational challenges of applying real options. Hence, we specifically investigate under what conditions real options logic can be an adequate base for the development of the value proposition of a small high-tech entrepreneurial supplier cooperating with a large-scale incumbent firm to develop new technology. We provide empirical support based on two case studies. Ideas for future research conclude this paper.

Determinants of Co-creative Behaviour of Patients: A Case Study in Jammu

2016 ◽  
Vol 4 (1) ◽  
Author(s):  
Jyoti Sharma ◽  
Lata Raj ◽  
Anil Gupta
Keyword(s):  
Customer Value ◽  
Research Area ◽  
Point Of View ◽  
Customer Participation ◽  
Citizenship Behavior ◽  
Future Research ◽  
Creative Behavior ◽  
Customer Profiling ◽  
Customer Citizenship Behavior ◽  
Lifestyle Diseases

The purpose of this study is to measure the existence of co-creation behavior between doctors and patients. The research also studies customer participation and customer citizenship behavior as the dimensions of co-creative behavior and tries to establish the relationship between co-creative behavior and satisfaction. This study uses Yi and Gong (2013) scale for collecting data regarding co-creation behavior and its dimensions which are customer participation (CP) and customer citizenship behavior (CCB). The data was collected from 204 patients who were suffering from various chronic/lifestyle diseases and getting their treatment from private clinics in Jammu city. The study uses 7-point Likert scale in the questionnaire ranging from 1 completely disagree through 7 completely agree, with a midpoint labeled 4 neither agree nor disagree. The analysis of paper reflects that co-creation behavior is prevalent among the patients and not only participation but the citizenship behavior also affects the co-creation behavior of patients. The study is conducted from patients point of view whereas doctors perspective should also be used in future research. The research area is restricted to Jammu city only. The research provides several implications-doctors can also use this scale for market segmentation and customer profiling for maximizing customer value co-creation behavior by gaining the useful information.

scholarly journals Lifecycle Design of Disruptive SCADA Systems for Waste-Water Treatment Installations

2021 ◽  
Vol 13 (9) ◽  
pp. 4950
Author(s):  
Stelian Brad ◽  
Mircea Murar ◽  
Grigore Vlad ◽  
Emilia Brad ◽  
Mariuța Popanton
Keyword(s):  
Waste Water ◽  
Water Treatment ◽  
Waste Water Treatment ◽  
Value Added ◽  
Competitive Advantages ◽  
Major Focus ◽  
Scada System ◽  
Scada Systems ◽  
And Control ◽  
Lifecycle Design

Capacity to remotely monitor and control systems for waste-water treatment and to provide real time and trustworthy data of system’s behavior to various stakeholders is of high relevance. SCADA systems are used to undertake this job. SCADA solutions are usually conceptualized and designed with a major focus on technological integrability and functionality. Very little contributions are brought to optimize these systems with respect to a mix of target functions, especially considering a lifecycle perspective. In this paper, we propose a structured methodology for optimizing SCADA systems from a lifecycle perspective for the specific case of waste-water treatment units. The methodology embeds techniques for handling entropy in the design process and to assist engineers in designing effective solutions in a space with multiple constrains and conflicts. Evolutionary multiple optimization algorithms are used to handle this challenge. After the foundation of the theoretical model calibrated for the specific case of waste-water treatment units, a practical example illustrates its applicability. It is shown how the model can lead to a disruptive solution, which integrates cloud computing, IoT, and data analytics in the SCADA system, with some competitive advantages in terms of flexibility, cost effectiveness, and increased value added for both integrators and beneficiaries.

scholarly journals Joint Innovation Investment and Pricing Decisions in Retail Supply Chains with Customer Value

2021 ◽  
Vol 13 (3) ◽  
pp. 1309
Author(s):  
Jiali Qu ◽  
Benyong Hu ◽  
Chao Meng
Keyword(s):  
Supply Chain ◽  
Cooperative Game ◽  
Customer Value ◽  
Business Models ◽  
Value Added ◽  
Revenue Sharing ◽  
Nash Bargaining ◽  
Product Price ◽  
Pricing Decisions ◽  
Game Equilibrium

In the retail industry, customer value has become the key to maintaining competitive advantages. In the era of new retail, customer value is not only affected by the product price, but it is also closely related to innovations, such as value-added services and unique business models. In this paper, we study the joint innovation investment and pricing decisions in a retailer–supplier supply chain based on revenue sharing contracts and customer value. We first find that, in the non-cooperative game, equilibrium only exists in the supplier Stackelberg game. However, revenue sharing contracts cannot coordinate the supply chain in the non-cooperative game. By considering supply chain members’ bargaining power, we find that there exists a unique equilibrium for the Nash bargaining product. In addition, revenue sharing contracts can coordinate the supply chain and achieve the optimal consumer surplus. When the supply chain is coordinated, supply chain profit is allocated to the supply chain members based on their bargaining powers.

scholarly journals Product-service systems evolution in the era of Industry 4.0

2021 ◽  
Vol 15 (1) ◽  
pp. 177-207
Author(s):  
Paolo Gaiardelli ◽  
Giuditta Pezzotta ◽  
Alice Rondini ◽  
David Romero ◽  
Farnaz Jarrahi ◽  
...  
Keyword(s):  
Value Chain ◽  
Industry 4.0 ◽  
Future Research ◽  
Research Directions ◽  
Future Scenario ◽  
Product Service ◽  
Economic Transformations ◽  
Value Propositions ◽  
Future Research Directions ◽  
Product Service Systems

AbstractRecent economic transformations have forced companies to redefine their value propositions, increasing traditional product offerings with supplementary services—the so-called Product-Service System (PSS). Among them, the adoption of Industry 4.0 technologies is very common. However, the directions that companies are undertaking to offer new value to their customers in the Industry 4.0 have not yet been investigated in detail. Based on a focus group, this paper contributes to this understanding by identifying the main trajectories that would shape a future scenario in which PSS and Industry 4.0 would merge. In addition, future research directions addressing (a) the transformation of the PSS value chain into a PSS ecosystem, (b) the transformation inside a single company towards becoming a PSS provider, and (c) the digital transformation of the traditional PSS business model are identified.

Drivers, types and value outcomes of customer-to-customer interaction

2018 ◽  
Vol 28 (6) ◽  
pp. 710-732 ◽  
Author(s):  
Kristina Heinonen ◽  
Elina Jaakkola ◽  
Irina Neganova
Keyword(s):  
Customer Value ◽  
Empirical Studies ◽  
Service Research ◽  
Future Research ◽  
Content Type ◽  
Integrative Framework ◽  
Customer Interaction ◽  
Interaction Research ◽  
Practical Implications

PurposeCustomer-to-customer (C2C) interaction plays a significant role in service. The purpose of this paper is to identify the drivers that motivate customers to interact with other customers, the interactions through which customers affect other customers and the value outcomes of C2C interactions for the participants.Design/methodology/approachThe paper is based on a systematic literature review of C2C interactions. The authors analyzed 142 peer-reviewed articles to synthesize existing knowledge about C2C interactions. A generic value framework is used to categorize earlier research and reveal areas for further research.FindingsThe main outcome of this study is an integrative framework of C2C interaction that bridges C2C interactions and customer value. The findings indicate customer-, firm- and situation-induced drivers of C2C interactions. Outcome- and process-focused C2C interactions are identified to result in functional, emotional and social value outcomes. Avenues for additional research to explore issues related to current technology-saturated service settings are proposed.Research limitations/implicationsThe paper proposes an agenda for future research to extend the C2C interaction research domain and explore how such interactions create value for the customer. The role of the service provider is not explicitly addressed but is an important area for further research.Practical implicationsCompanies can use the framework to understand how they can become involved in and support beneficial C2C interaction.Originality/valueThis paper reviews empirical studies on C2C interaction, offering a systematic review of C2C interaction and producing an integrative framework of C2C interaction. It identifies a research agenda based on the framework and on topical issues within service research and practice.

Using structural equation modelling to assess the sustainable competitive advantages provided by the low-cost carrier model

2018 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Vedant Singh ◽  
S. Vaibhav ◽  
Somesh Kr. Sharma
Keyword(s):  
Structural Equation Modelling ◽  
Structural Equation ◽  
Structural Equation Models ◽  
Low Cost ◽  
Future Research ◽  
Competitive Advantages ◽  
Content Type ◽  
Equation Modelling ◽  
Five Factors ◽  
Sustainable Competitive Advantages

PurposeThe purpose of this study is to examine the relationships between the dimensions of sustainable competitive advantages in the Indian low cost airlines.Design/methodology/approachThis study used structural equation modelling methods to identify the factors that significantly affect the sustainable competitive advantages enjoyed by Indian low-cost carriers (LCCs). Specifically, this study is based on the data from 208 airline experts that populate multiple structural equation models.FindingsResults indicate that indigenous efficiency, the LCCs perceptions of threat, dexterity, strategic persuasion and the LCC adopting an enabling role positively affect LCCs’ competitive advantages. These five factors were all correlated with each other. The results also show that relative to an LCC’s dexterity, indigenous efficiency is a stronger predictor of an LCC’s competitive advantages.Originality/valueThis study provides low-cost airlines with valuable information for designing effective strategies for obtaining competitive advantages in the LCC sector. To conclude the paper, the authors offer practical recommendations for managers and suggest some avenues for future research in this area.

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