Value in business and industrial marketing: past, present, and future

Lindgreen, Adam and Hingley, Martin and Grant, David B. and Morgan, Robert E. (2012) Value in business and industrial marketing: past, present, and future. Industrial Marketing Management, 41 (1). pp. 207-214. ISSN 0019-8501

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Abstract

This article offers an overview of research on the ‘value’ that businesses and industrial marketers analyze,
create, and deliver. First, value literature (up to and around 2005 and post 2005) is discussed. This review
highlights the changes in our notions of value and helps to identify seven areas for consideration that should
drive future research: value proposition, relationship form, capabilities management, value metrics, temporal
horizon, innovation imperative, and tactical focus. Following this depiction of value analysis, value creation,
and value delivery, we present a process model for value orchestration in business and industrial marketing.
Three activities collectively form the basis of value orchestration, namely structuring activities, bundling activities,and leveraging of resources.

Item Type:Article
Additional Information:This article offers an overview of research on the ‘value’ that businesses and industrial marketers analyze, create, and deliver. First, value literature (up to and around 2005 and post 2005) is discussed. This review highlights the changes in our notions of value and helps to identify seven areas for consideration that should drive future research: value proposition, relationship form, capabilities management, value metrics, temporal horizon, innovation imperative, and tactical focus. Following this depiction of value analysis, value creation, and value delivery, we present a process model for value orchestration in business and industrial marketing. Three activities collectively form the basis of value orchestration, namely structuring activities, bundling activities,and leveraging of resources.
Keywords:Marketing, Relationships, value
Subjects:N Business and Administrative studies > N500 Marketing
N Business and Administrative studies > N100 Business studies
Divisions:College of Social Science > Lincoln Business School
ID Code:5756
Deposited By: Martin Hingley
Deposited On:01 Jun 2012 08:01
Last Modified:01 Jun 2012 08:01

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