A longitudinal study of customers' desired value change in business-to-business markets
Date
2003
Authors
Beverland, M.
Lockshin, L.S.
Editors
Advisors
Journal Title
Journal ISSN
Volume Title
Type:
Journal article
Citation
Industrial Marketing Management, 2003; 32(8):653-666
Statement of Responsibility
Conference Name
Abstract
Customer value is a dynamic interactive phenomenon. Based on a longitudinal, phenomenological study of buyers and sellers in the New Zealand wine industry, we shed light on the phenomena of customers' desired value change (CDVC), driving contextual conditions, and firms' strategic response. A four-stage model of market-CDVC evolution is proposed. Findings identified external and internal drivers of CDVC, such as increasing niche density, changing customer demands, changing competitor actions, and increased competitive rivalry. We were able to track changes in each driver, and identify the related changes in CDVC, including changes in CDVC form and intensity, and the scope of CDVC related actions. © 2003 Elsevier Inc. All rights reserved.
School/Discipline
Dissertation Note
Provenance
Description
Access Status
Rights
Copyright status unknown