Customer‐focused performance and the dynamic model for competence building and leveraging: A resource‐based view

Abstract

In today's turbulent environment, customers are playing a more important role in competition, which can be reflected by customers as co‐producer, value co‐producer, or co‐developer of knowledge and competencies, etc. Accordingly, business priority should be given to what customers really value. Unlike previous studies, which emphasize market performance mainly from the internal or firm's perspective, this paper proposes that firms should prioritize customer‐focused performance, defined totally from an external perspective of targeted customers. The paper examines the important role of customer‐focused performance and its interactive relationships with other dimensions of the overall performance system, and goes further to analyze the components and dynamics of customer‐focused performance. Finally, attention is given to the dynamic competence building and leveraging process and its key elements, which determines the customer‐focused performance in perspective of resource‐based views. Important propositions are presented and future implications discussed.

Citation

Wang, Y. and Lo, H. (2003), "Customer‐focused performance and the dynamic model for competence building and leveraging: A resource‐based view", Journal of Management Development, Vol. 22 No. 6, pp. 483-526. https://doi.org/10.1108/02621710310478486