论企业能力对顾客价值的作用及其匹配
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外国经济与管理 2007 年 第 29 卷第 06 期, 页码：42 - 48
摘要
参考文献
摘要
顾客(本文所说的顾客均指产业市场上的用户)价值归根结底来源于企业(本文所说的企业均指产业市场上的供应商)创造价值的能力。越来越多的管理实践表明,企业能力是衡量其将来价值创造潜力的关键因素,是顾客选择供应商的主要标准。本文将顾客价值与企业能力进行了有机结合,分别从顾客和企业的角度探讨了能力对顾客价值的作用,阐述了不同价值类型生产的特点以及所需的能力类型。本文所提出的有关企业能力与不同价值类型生产的匹配框架对企业如何利用能力为顾客创造价值具有重要的指导意义。
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[2]Gronroos,R.Value-driven relation marketing:From products to resources and competences[J].Journal of Marketing Management,1997,13:121-143.
[3][美]哈维.汤普森著;赵占波译.创造顾客价值[M].北京:华夏出版社,2003.
[4]Masella,C,and Rangone,A.A contingent approach to the design of vendor selection systems for different types of cooperative custom-er/suppliers relationships[J].International Journal of Production Management,2000,20:70-84.
[5]Zerbini,F,Golfetto,F,and Gibbert,M.Marketing of competence:Exploring the resource-based content of value-for-customersthrough a case study analysis[J].Industrial Marketing Management,2006,33:1-15.
[6]Ravald Gronroos.The value concept and relationship marketing[J].European Journal of Marketing,1996,30(2):19-30.
[7]Ulaga,W,and Eggert,A.Relationship value in business markets:The construct and its dimensions[J].Journal of Business-to-Busi-ness Marketing,2005,12(1):73-99.
[8]Grant,R.Contemporary strategy analysis:Concepts,techniques,applications[M].NY:Blackwell Publishiers,Ltd.,1995.
[9]Day,G.The capabilities of market driven organizations[J].Journal of Marketing,1994,58:37-52.
[10]Golfetto,F,and Gibbert,M.Marketing competencies and the sources of customer value in business markets[J].Industrial Market-ing Management,2006,35:904-912.
[11]Moller,K,and Torronen,P.Business suppliers’value creation potential:A capability-based analysis[J].Industrial Marketing Man-agement,2003,32:109-118.
[12]Berghman,L,and Matthyssens,P.Building competences for new customer value creation:An exploratory study[J].Industrial Mar-keting Management,2006,35:961-973.
[13]Thomas Ritter.Communicating firm competencies:Marketing as different levels of translation[J].Industrial Marketing Manage-ment,2006,35:1032-1036.
[14]Blois,K,and Ramirez,R.Capabilities as marketable assets:A proposal for a functional categorization[J].Industrial MarketingManagement,2006,35:1027-1031.
[15]Moller,K.Role of competences in creating customer value:A value-creation logic approach[J].Industrial Marketing Management,2006,35:913-924.
[16]Teece,D J.Strategies for managing knowledge assets:The role of firm structure and industrial context[J].Lang Range Planning,2000,33:35-54.
[17]Kim,C,and Mauborgne,R.Value innovation:The strategic logic of high growth[J].Harvard Business Review,1997,(Jan./Feb.):103-112.
引用本文
刘石兰, 任浩. 论企业能力对顾客价值的作用及其匹配[J]. 外国经济与管理, 2007, 29(6): 42–48.
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