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

Lindgreen, Adam, Hingley, Martin K., 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. 10.1016/j.indmarman.2011.11.025

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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
Date Type: Publication
Status: Published
Schools: Business (Including Economics)
Subjects: A General Works > AZ History of Scholarship The Humanities
H Social Sciences > H Social Sciences (General)
H Social Sciences > HD Industries. Land use. Labor
H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
H Social Sciences > HF Commerce
H Social Sciences > HG Finance
Uncontrolled Keywords: Industrial marketing ; Relationships ; Transactions ; Value
Publisher: Elsevier
ISSN: 0019-8501
Date of First Compliant Deposit: 30 March 2016
Last Modified: 04 Jun 2017 03:31
URI: http://orca.cf.ac.uk/id/eprint/22261

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