Customer value propositions in business markets.

By James Anderson, James A. Narus, Wouter van Rossum. Harvard Business Review, 2006

724 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/9da56d686d2037bda1eeae86116b78a9f6e33cc1

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

Citations in the corpus

A Model of Focusing in Economic Choice (2013, background): “For example, Anderson et al. (2006) argue that a firm’s “value proposition”—the firm’s statement that summarizes why a consumer should buy its product—is effective if it demonstrates superiority on a few elements, even if this means ceding a bit on other elements.”
Value co-creation and university teaching quality Consequences for the European Higher Education Area (EHEA) (2012, unknown): “According to S-D logic terminology, lecturers provide students not with value but with a value proposition (Vargo and Lusch, 2004; Anderson et al., 2006).”
Entrepreneurial judgment as empathic accuracy: a sequential decision-making approach to entrepreneurial action (2013, background): “Empathic accuracy can help influence the design of a product so that the product features that offer a distinctive benefit are accentuated (Anderson et al., 2006), but there still have to be some distinctive benefits if the product offering is going to usurp the status quo.”
The mechanisms of value co-creation (2012, background): “Anderson et al. (2006) propose three types of value propositions.”
Exploring value propositions and service innovation: a service-dominant logic study (2014, background): “The value proposition concept The value proposition concept is frequently used by practitioners (Anderson et al. 2006; O’Dell and Grayson 1999; Payne et al. 2005; Terho et al. 2012).”
A Model of Focusing in Economic Choice (2011, background): “For example, Anderson et al. (2006) argue that a firm’s “value proposition”—the firm’s statement that summarizes why a consumer should buy its product—is effective if it demonstrates superiority on a few elements, even if this means ceding a bit on other elements. Expressing a similar view in the co”
Digitization capability and the digitalization of business models in business-to-business firms: Past, present, and future (2020, background): “In business markets, data on potential customer value creation has long been a topic of interest (e.g., Anderson, Narus, & Van Rossum, 2006): How can firms generate data on value creation before the customer realizes value-in-use and how can firms best communicate that value-creation potential to…”
Customer value and customer loyalty: Is competition a missing link? (2015, background): “…value is generated and created in a reciprocal process between two parties in a business relationship (Grönroos, 2011), and is evaluated from the perspective of the consumption experience of consumers (e.g., Agustin and Singh, 2005; Anderson et al., 2006; Bolton et al., 2014; Floh et al., 2014).”
Deconstructing the Way in which Value Is Created in the Context of Social Entrepreneurship (2018, unknown): “Value proposition relates to the value that an entrepreneur wishes to provide to a target market through an organization (Anderson et al. 2006; Austin et al. 2006; Kraus et al. 2014).”
Organizational and institutional barriers to value-based pricing in industrial relationships (2015, background): “…by auditing the current situation, (5) determine the achievable performance level for every value dimension, (6) calculate the aggregate impact on the value measure (e.g., Anderson et al., 2006), and finally, (7) communicate value by involving the customer in the process (Anderson et al., 2007).”