Building a customer value model in mobile communication business

Proceedings of the International Conference on Electronic Business (ICEB)

Volumn , Issue , 2006, Pages

  Pynnönen, Mikko ^a   Hallikas, Jukka ^a  

^a LAPPEENRANTA UNIVERSITY OF TECHNOLOGY   (Finland)

Author keywords

Business model; Customer value; Delphi; Mobile services

Indexed keywords

BUSINESS MODELS; COMMUNICATION SERVICE; CUSTOMER VALUES; DELPHI; DELPHI METHOD; DIFFERENT SERVICES; MOBILE COMMUNICATIONS; MOBILE SERVICE; NEW SERVICES; PERFORMANCE ANALYSIS; PRICE EROSION; RELATIVE VALUE;

SALES;

EID: 84873476909     PISSN: 16830040     EISSN: None     Source Type: Conference Proceeding    
DOI: None     Document Type: Conference Paper

References (20)

1. W. Ulaga & S. Chacour, "Measuring Customer-Perceived Value in Business Markets" Industrial Marketing Management, vol. 30, 2001. pp. 525-540.
2. R. Normann and R. Ramirez, "From Value Chain to Value Constellation" Harvard Business Review, no. July-August, 1993.
3. C. Bowman & V. Ambrosini, "Value Creation Versus Value Capture: Towards a Coherent Definition of Value in Strategy" British Journal of Management, vol. 11, 2000. pp. 1-15.
4. J. Magretta, "Why Business Models Matter?" Harvard Business Review, no. May, 2002.
5. S. D. Cartwright & R. W. Oliver, "Untangling the value web" Journal of Business Strategy, vol. 21, no. 1/2000, 2000. pp. 22-27.
6. S. Thomke & E. von Hippel, "Customers as Innovators: A New Way to Create Value" Harvard Business Review, vol. 80, no. 4, 2002. pp. 74-81.
7. H. Kärkkäinen, P. Piippo, K. Puumalainen & M. Tuominen, "Assesment of Hidden and Future Customer Needs in Finnish Business-to-Business Companies" R&D Management, vol. 31, no. 4, 2001. pp. 391-407.
8. H. Kärkkäinen & K. Elfvengren, "Role of Careful Customer Need Assesment in Product Innovation Management - Empirical Analysis" International Journal of Production Economics, vol. 80, 2002. pp. 85-103.
9. K. Elfvengren, H. Kärkkäinen, M. Torkkeli & M. Tuominen, "A GDSS Based Approach for the Assessment of Customer Needs in Industrial Markets" International Journal of Production Economics, vol. 89, no. 3, 2004. pp. 275-292.
10. J. C. Anderson & J. A. Narus, "Business Marketing: Understand What Customers Value" Harvard Business Review, no. 11-12, 1998 pp. 53-65.
11. D. J. Flint & R. B. Woodruff, "Customer Value Change in Industrial Marketing Relationships" Industrial Marketing Management, vol. 26, no. 2, 1997. pp. 163-175.
12. D. J. Flint & R. B. Woodruf, "The Initiators of Changes in Customers' Desired Value" Industrial Marketing Management, vol. 30, 1998. pp. 321-337.
13. G. D. Kortge & P. A. Onkonkwo, "Perceived Value Approach to Pricing" Industrial Marketing Management, vol. 22, 1993. pp. 133- 140.
14. E. von Hippel, "Lead Users: A Source of Novel Product Concepts" Management science, no. 32, no. 7, 1986. pp. 791-805.
15. D. A. Garvin, "Competing on the Eight Dimensions of Quality" Harvard Business Review, no. 11-12, 1987. pp. 101-109.
16. A. Parasuraman, V. A. Zeithaml & L. L. Berry "A Conceptual Model of Service Quality and Its Implications for Future Research" Journal of Marketing, vol. 49, no. Fall, 1985. pp. 41-50.
17. H. A. Linstone & M. Turoff, The Delphi Method: Techniques and Applications, 1975, Massachusetts: Addison-Wesley.
18. M. Ozer, "The use of Internet-based Groupware in New Product Forecasting", Market Research Society, vol. 41, no. 4, 1999.
19. J. Landetta, "Current Validity of the Delphi Method in Social Sciences" Technological Forecasting & Social Change, no. 73, 2006. pp. 467-482.
20. T. Saaty, Decision Making For Leaders: The Analytic Hierarchy Process for Decisions in a Complex World, 1999, RWS Publications.