Strategic planning for global business markets

Purpose – This study aims to examine strategies for customer value assessment used by best practice suppliers in business-to-business markets. Design/methodology/approach – An exploratory two-part field study using a grounded theory approach. Findings – It should not be a difficult question – is the customer getting value for money? You offer them something, and if they like it, they pay for it and use it. However, it gets harder when the product lasts longer – particularly, if there is a significant service component. And what the customer considers important may not be what the supplier is focusing on. So, it is worth asking what companies in global business-to-business markets do to assess customer value when they deliver complex products with a high service content. What is current best practice? And is it good enough? Research limitations/implications – This is an exploratory study based on qualitative methodology, so the research process is necessarily subjective. Further research could investigate a wider group of firms and look at the performance implications of alternative strategies for customer value assessment. Practical implications – The paper focuses on well-regarded suppliers operating globally that have complex product offerings with a high service component. It identifies three distinct strategies for customer value assessment. Social implications – This study considers customer value from a supplier perspective and suggests ways in which research might be extended to include the customer perception of realized value. Originality/value – The paper draws attention to the need to consider customer value assessment as a process and determine whether expected benefits are achieved in practice.

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Customer Value Perceptions in Global Business Markets: Exploring the Strategic Potential for Standardization

Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference ◽

10.1007/978-3-319-10864-3_132 ◽

2014 ◽

pp. 233-233

Author(s):

Christopher P. Blocker ◽

Daniel J. Flint ◽

Matthew B. Myers

Keyword(s):

Customer Value ◽

Global Business ◽

Business Markets ◽

Value Perceptions

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Analyzing and forecasting global business markets: Reflections and recommendations

Periodica Polytechnica Social and Management Sciences ◽

10.3311/ppso.2153 ◽

2013 ◽

Vol 21 (1) ◽

pp. 21

Author(s):

Andrew C. Gross

Keyword(s):

Global Business ◽

Business Markets

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The Technology Acceptance Model and Other User Acceptance Theories

Handbook of Research on Contemporary Theoretical Models in Information Systems ◽

10.4018/978-1-60566-659-4.ch015 ◽

2010 ◽

pp. 277-294 ◽

Cited By ~ 7

Author(s):

Joseph Bradley

Keyword(s):

Information Technology ◽

Technology Acceptance ◽

Technology Acceptance Model ◽

New Technology ◽

User Acceptance ◽

Accurate Information ◽

Global Business ◽

Business Markets ◽

Acceptance Model

As global business markets become increasingly competitive, firms look to information technology to manage and improve their performance. Timely and accurate information is a key to gaining performance efficiency. Yet, firms may invest in technology only to find that their users are not willing to accept and use the new technology. This chapter explores the technology acceptance model and other theories of user acceptance.

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COMMUNICATION SKILLS OF INDONESIAN EMPLOYEESIN LOCAL, NATIONAL, AND MULTINATIONAL COMPANIES: CULTURAL AND SYMBOLIC CAPITAL

Dinamika : Jurnal Sastra dan Budaya ◽

10.25139/dinamika.v6i1.1221 ◽

2018 ◽

Vol 6 (1) ◽

Author(s):

Nanis Setyorini

Keyword(s):

Communication Skills ◽

English Language ◽

Technical Skills ◽

Symbolic Capital ◽

Multinational Companies ◽

Structured Interviews ◽

Global Business ◽

Business Markets ◽

Symbolic Communication ◽

Job Application

AbstractThis qualitativeresearch aimed to understand the objective and subjective perspectives of Indonesian employees on their communication skills in local, national, and multinational companies. Therefore, semi-structured interviews were applied to managers and junior satff to collect data. Furthermore, Bourdieu's framework of capital was used for data analysis. The results showed that all participants collectivelly agreed that communication skills were essential abilities for meeting their occupational requirements, instead of technical skills. They particularly relate their communication skills with their English language proficiencydue to global business markets. Subjectivelly, the managers argued that communication skills were important to support their daily office duties, mobilising professional opportunities, and to elevate job placements. While, the junioremployees constructed their communication skills in relation to English certificates, job application, and to increase social status. In brief, this research indicated the complex understandings of cultural and symbolic communication skills in the three workplace contexts.Keywords: communication skills, employees, companies, imaginary and needs

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