Skip to main content
Disciplines
Automotive Business IT + Informatics Construction + Real Estate Electrical Engineering + Electronics Energy + Sustainability Insurance + Risk Finance + Banking Management + Leadership Marketing + Sales Mechanical Engineering + Materials
Events
DE
EN
Books
Journals
Topic Page
Marketing
Start single access now
Access for companies
EXTENDED SEARCH
Log in
Top
Published in:
Some Challenges Encountered in Value Creation and Capture Read chapter Read first chapter

2022 | OriginalPaper | Chapter

14. When Effective Consumer Value Propositions Emerge

Authors : Jeffrey Yi-Lin Forrest, Yong Liu

Published in: Value in Business

Publisher: Springer International Publishing

Log in

Activate our intelligent search to find suitable subject content or patents.

search-config
loading …

Abstract

Customer value proposition (CVP) is the key for a startup to be launched and foundation for a company to direct its business efforts. However, as of the present day, no systematic theory exists regarding how an effective CVP can be potentially formulated and strategically employed in real life. As a matter of fact, the very concept of CVP is still not properly defined; although the term has been widely used in the literature, it is only nonchalantly tossed around. Considering the importance of this concept in the area of marketing, this chapter, mainly based on (Forrest et al., to appear, Conditions under which adopted consumer value propositions are effective), attempts to lie down the first step towards the development of the badly needed theory of customer value propositions (CVP). It establishes four generally true facts on the use and effectiveness of CVPs based on Theorem 3.2 regarding how an oligopoly market signals its invitation for additional competition and new innovation.

Dont have a licence yet? Then find out more about our products and how to get one now:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

  • über 102.000 Bücher
  • über 537 Zeitschriften

aus folgenden Fachgebieten:

  • Automobil + Motoren
  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Elektrotechnik + Elektronik
  • Energie + Nachhaltigkeit
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Maschinenbau + Werkstoffe
  • Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

inform now

Springer Professional "Technik"

Online-Abonnement

Mit Springer Professional "Technik" erhalten Sie Zugriff auf:

  • über 67.000 Bücher
  • über 390 Zeitschriften

aus folgenden Fachgebieten:

  • Automobil + Motoren
  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Elektrotechnik + Elektronik
  • Energie + Nachhaltigkeit
  • Maschinenbau + Werkstoffe




 

Jetzt Wissensvorsprung sichern!

inform now

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

  • über 67.000 Bücher
  • über 340 Zeitschriften

aus folgenden Fachgebieten:

  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Versicherung + Risiko




Jetzt Wissensvorsprung sichern!

inform now
previous chapter Potentials of Value Capture and General Value-Chain Framework
next chapter Values and Competitive Advantages Based on Customer Value Propositions
Literature
Adner, R., Oxley, J. E., & Silverman, B. S. (Eds.). (2013). Collaboration and competition in business ecosystems. Emerald.
Anderson, J., Narus, J., & Van Rossum, W. (2006). Customer value propositions in business markets. Harvard Business Review, 84(3), 91–99.
Anderson, J. C., Kumar, N., & Narus, J. A. (2007). Value merchants: Demonstrating and documenting superior value in business markets. Harvard Business Press.
Ballantyne, D. (2003). A relationship-mediated theory of internal marketing. European Journal of Marketing, 37(9), 1242–1260.CrossRef
Ballantyne, D., Frow, P., Varey, R. J., & Payne, A. (2011). Value propositions as communication practice. Industrial Marketing Management, 40(2), 202–210.CrossRef
Berry, L. L., Carbone, L. P., & Haeckel, S. H. (2002). Managing the total customer experience. Sloan Management Review, 43(3), 85–89.
Carreyrou, J. (2018). Bad blood: Secrets and lies in a Silicon Valley startup. Alfred A. Knopf.
Davenport, T. H. (1993). Process innovation: Reengineering work through information technology. Harvard Business School Press.
Day, G. S. (1994). The capabilities of market-driven organizations. Journal of Marketing, 58(4), 37–52.CrossRef
Day, G. S. (2011). Closing the marketing capabilities gap. Journal of Marketing, 75(4), 183–195.CrossRef
Eggert, A., Ulaga, W., Frow, P., & Payne, A. (2018). Conceptualizing and communicating value in business markets: From value in exchange to value in use. Industrial Marketing Management, 69(February), 80–90.CrossRef
Evans, J. R. (2020). Business analytics: Methods, models, and decisions (3rd ed.). Pearson.
Forrest, J. Y.-L. (2018). General systems theory: Foundation, intuition and applications in business decision making. Springer.CrossRef
Forrest, J. Y.-L., Ashimov, A., Ren, L., Gias, S., & Borovskiy, Y. (n.d.). (to appear). Conditions under which adopted consumer value propositions are effective. Submitted for publication.
Forrest, J. Y.-L., Buttermore, J., & Wajda, T. A. (2017). At Nash equilibrium when new market competitions appear? Kybernetes, 46(2), 256–271.CrossRef
Forrest, J. Y.-L., Liu, Y., Swift, E., & Karimi, T. (2019). Exploitation, exploration, development and decay of resources: A systemic view. Proceedings of the 2019 annual conference of Pennsylvania Economic Association (pp. 139–165).
Kline, M. (1972). Mathematical thought from ancient to modern times. Oxford University Press.
Kowalkowski, C. (2011). Dynamics of value propositions: Insights from service-dominant logic. European Journal of Marketing, 45(1/2), 277–294.CrossRef
Lanning, M. (1998). Delivering profitable value. Perseus Publishing.
Lanning, M., & Michaels, E. (1988). A business is a value delivery system. McKinsey staff paper no. 41, July.
Lin, Y. (1999). General systems theory: A mathematical approach. Plenum and Kluwer Academic Publishers.
Lin, Y. (2009). Systemic yoyos: Some impacts of the second dimension. Auerbach Publication, an imprint of Taylor and Francis.
Lindstrom, M. (2005). Brand sense: Build powerful brands through touch, taste, smell, sight, and sound. Free Press.
Marketing Science Institute. (2010). MSI research priorities 2010–12. MSI.
Marketing Science Institute. (2014). MSI research priorities 2014–16. MSI.
McGrath, R. G. (2013). The end of competitive advantage: How to keep your strategy moving as fast as your business. Harvard Business Review Press.
Molineux, P. (2002). Exploiting CRM: Connecting with customers. Hodder & Stoughton.
Morgan, I., & Rao, J. (2003). Making routine customer experiences fun. Sloan Management Review, 45(1), 93–95.
Payne, A., & Frow, P. (2005). A strategic framework for customer relationship management. Journal of Marketing, 69(4), 167–176.CrossRef
Payne, A., Frow, P., & Eggert, A. (2017). The customer value proposition: Evolution, development, and application in marketing. Journal of the Academy of Marketing Science, 45, 467–489.CrossRef
Porter, M. E. (1985). Competitive advantage: Creating and sustaining superior performance. Free Press.
Reeves, R. (1961). Reality in advertising. Alfred A. Knopf.
Rintamaki, T., Kuusela, H., & Mitronen, L. (2007). Identifying competitive customer value propositions in retailing. Managing Service Quality, 17(6), 621–634.CrossRef
Smith, S., & Wheeler, J. (2002). Managing the customer experience: Turning customers into advocates. Financial Times Prentice Hall.
Starch, D. (1914). Advertising: Its principles, practice, and technique. Scott, Foresman.
Terho, H., Haas, H., Eggert, A., & Ulaga, W. (2012). ‘It’s almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets. Industrial Marketing Management., 41(1), 174–185.CrossRef
Ulaga, W., & Eggert, A. (2006). Value-based differentiation in business relationships: Gaining and sustaining key supplier status. Journal of Marketing, 70(1), 119–136.CrossRef
Webster, F. E. (2002). Market-driven management: How to define, develop and deliver customer value (2nd ed.). Wiley.
Zhang, T. C., Gu, H. M., & Jahromi, M. F. (2019). What makes the sharing economy successful? An empirical examination of competitive customer value propositions. Computers in Human Behavior, 95(June), 275–283.CrossRef
Metadata
Title
When Effective Consumer Value Propositions Emerge
Authors
Jeffrey Yi-Lin Forrest
Yong Liu
Copyright Year
2022
Book
Value in Business

Print ISBN: 978-3-030-82897-4

Electronic ISBN: 978-3-030-82898-1

Copyright Year: 2022

DOI
https://doi.org/10.1007/978-3-030-82898-1_14