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Book part
Publication date: 1 November 2008

Francesca Golfetto, Fabrizio Zerbini and Michael Gibbert

This paper shows how business suppliers set up processes allowing the translation of their competencies into value for the customers. As such, this paper seeks to…

Abstract

This paper shows how business suppliers set up processes allowing the translation of their competencies into value for the customers. As such, this paper seeks to complement the dominant view in which competencies are seen mainly as valuable for the firm owning the competencies but not for that firm's customers. In so doing, the paper seeks to contribute to two bodies of research: the notions of core competencies in strategic management and of value for customer in business marketing. These two bodies of research interact infrequently thus far, leaving the question of how value is transferred unanswered. This question is relevant because competencies are immaterial, tacit, and non-tradable assets. Hence, the research question underlying the present paper becomes: How can competencies translate into valuable outputs and be made accessible to the customer? To answer this question, a qualitative approach is used that involves a multiple-case study analysis aimed at exploring the competence-based process of value supplying in business markets. Specifically, this paper suggests the following propositions: (1) Competence-based value analysis, where suppliers anticipate customers’ competence needs, require an end-market orientation. (2) Competence-based value creation implies an accumulation of know-how that overlaps with customer competencies. (3) Competence-based value communication builds on live communication tools that allow customers to get an ongoing experience of the value potential of competencies. (4) Competence-based value delivery is based on bundles of suppliers’ competencies into tradable means and direct access to competence tools.

Details

Creating and managing superior customer value
Type: Book
ISBN: 978-1-84855-173-2

Article
Publication date: 20 June 2008

Manuela De Carlo, Antonella Cugini and Fabrizio Zerbini

Notwithstanding a growing interest on destination management, little is known about the formation and evaluation of destination managers' strategies. Strategy assessment…

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Abstract

Purpose

Notwithstanding a growing interest on destination management, little is known about the formation and evaluation of destination managers' strategies. Strategy assessment is essential to understand whether, and how, destination managers allow the reconciliation of the diverse stakeholders' interests within an integrated destination plan, pursuing the development of the destination. The purpose of this paper is the exploration and building of a strategy assessment approach.

Design/methodology/approach

A qualitative methodology is adopted, to identify key dimensions of strategy assessment and their combination within an integrated destination plan. Data come from the city of Turin, and the destination management organization developed for 2006 Winter Olympic Games.

Findings

The use of balanced scorecard approaches points out how a financial dimension is key in meta‐management contexts, notwithstanding the public interests of the destination supply system. Also, this work discloses the formative process that characterizes strategic planning within supply networks of tourism destination. It describes the hierarchy of strategy assessment, taking into consideration externalities emerging from integrated supply systems developed at the destination level.

Research limitations/implications

Limitations are intrinsic to case study methods, and points on findings generalizability.

Practical implications

The paper offers insights on developing analytical capability within meta‐management organizations, to diagnose value creation and competitiveness gaps. Also, it gives insights on developing co‐ordination capabilities, allowing different strategic goals to be drawn into an integrated design.

Originality/value

The paper offers a novel approach for developing a strategy map, and contributes to prior research on strategy assessment in meta‐management.

Details

Tourism Review, vol. 63 no. 2
Type: Research Article
ISSN: 1660-5373

Keywords

Content available
Book part
Publication date: 26 August 2010

Abstract

Details

Organizational Culture, Business-to-Business Relationships, and Interfirm Networks
Type: Book
ISBN: 978-0-85724-306-5

Content available
Book part
Publication date: 24 August 2011

Abstract

Details

Interfirm Networks: Theory, Strategy, and Behavior
Type: Book
ISBN: 978-1-78052-024-7

Content available
Book part
Publication date: 16 April 2012

Abstract

Details

Business-to-Business Marketing Management: Strategies, Cases, and Solutions
Type: Book
ISBN: 978-1-78052-576-1

Content available
Book part
Publication date: 11 June 2009

Abstract

Details

Business-To-Business Brand Management: Theory, Research and Executivecase Study Exercises
Type: Book
ISBN: 978-1-84855-671-3

Content available
Book part
Publication date: 1 November 2008

Abstract

Details

Creating and managing superior customer value
Type: Book
ISBN: 978-1-84855-173-2

Content available
Book part
Publication date: 1 November 2008

Abstract

Details

Creating and managing superior customer value
Type: Book
ISBN: 978-1-84855-173-2

Content available
Article
Publication date: 20 June 2008

Metin Kozak, Juergen Gnoth and Luisa Andreu

1638

Abstract

Details

Tourism Review, vol. 63 no. 2
Type: Research Article
ISSN: 1660-5373

Book part
Publication date: 1 November 2008

Arch G. Woodside, Francesca Golfetto and Michael Gibbert

This first paper examines total benefits and total costs of product–service designs as antecedents to customer value assessment. It introduces the reader to all the papers…

Abstract

This first paper examines total benefits and total costs of product–service designs as antecedents to customer value assessment. It introduces the reader to all the papers in this volume. The first half of the paper offers a model of customer value assessment. This section describes research studies in industrial marketing contexts that illustrate the core propositions in the model. The second half of the paper provides brief introductions to the papers in this volume; these papers offer further evidence supporting the view that discontinuous innovations offer superior customer value but customers tend to eventually become increasingly comfortable with the status quo and move away from adopting superior proven technologies. This paper advocates being mindful of the marketplace dynamics affecting value. The volume serves to increase knowledge and understanding of the dynamic forces affecting changes in customer value.

Details

Creating and managing superior customer value
Type: Book
ISBN: 978-1-84855-173-2

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