1.0 Introduction
The concept of value is paid more and more attention by large number of companies in modern times. And as to the concept of value, different people have different idea, for instance, Value is considered to be the central point of creating competitive advantage and long-term success of business organisations (Khalifa, 2004), what’s more, value has always been ‘the fundamental basis for all
Marketing activity’ (Holbrook, 1994, cited in Eggert & Ulaga, 2002). Generally speaking, there are 3 categories of Value, which includs Shareholder value, Customer value & Stakeholder value (Gutman, J., 1991), and the relation of these categories is that if custmoer value
定制term paper is added, correspondingly, the margin will be gained and the company will benefit from the addition of custmoer value, as a result, the shareholder value and stakeholder value will be added, so as we can see, customer value is playing the main role in these three categories.
2.0 Findings
2.1 the concept of Value is critical to Dell’s (marketing) strategies
2.1.2 the case evidence that supports my view
2.2 themes and ideas wich are evident in the Dell case
3.0 Conclusion
References
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Crosby, L. A. (2002). Who moved my value? Marketing Management, Sep/Oct, Vol.11, Issue.5; P:8-9.
Gutman, J. (1991). Exploring the nature of linkages between consequences and values. Journal of Business Research, Vol. 22, pp. 132-4.
Holbrook, M. B. (1994). The nature of customer value: An axiology of services in the consumption experience. In Service Quality: New Directions in Theory and Practice Eds. R. Rust and R. L. Oliver. California: Sage.
J. Nicholas De Bonis, Eric Balinski&Phil Allen. (2002). Value-Based Marketing for Bottom-Line Success: 5 Steps to Creating Customer Value. McGraw-Hill.P: 69-70.
Khalifa, Azaddin Salem.
www.51lunwen.org (2004). Customer value: a review of recent literature and an integrative configuration. Management Decision, 42 (5/6), P: 645-666.
McKean, J. (2002). Customers are People: The Human Touch. Wiley, Chichester.
Podesta, E. (2001). Customer wisdom widens advantage. Energy Markets,Apr. Vol.6, Issue.4, P: 66.
Porter, M.E. (1980). Competitive Advantage. New York: Free Press
Reichheld, F.F., Markey, R.G. Jr. and Hopton, C. (2000). The loyalty effect: the relationship between loyalty and profits. European Business Journal, Vol. 12 No. 3, pp. 134-9.
Reichheld, F.F. (1994). Loyalty and the renaissance of marketing. Marketing Management, Vol. 2 No. 4, pp: 10-20.
Terry,C. (2002). Marketing Actions and the Value of Customer Assets:A Framework of Customer Asset Management. Journal of Service Research,Volume 5,No.1,August,pp.39-54.
Woodruff, R.B. (1997). Customer value: the next source for competitive advantage. Journal of the Academy of Marketing Science, Vol. 25 No. 2, pp. 139-53.
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论文题目:DELL
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