 Conceptual Model of Internet-Based Customer Value ManagementTymoteusz Doligalski
Chapter 3 in Internet-Based Customer Value Management, 2015, pp 81-140 from Springer Abstract: Abstract The main purpose of this chapter is to present the conceptual model of Internet-based customer value management. The first stage of the model is defining value to customer. Customer target groups and particular value propositions are chosen then. The subsequent stage of creating value for customers relies on providing the company with resources, capabilities and other organisational solutions. The stage of communicating value to the customers aims at attracting the customers and building their trust in the company. The phase of delivering value to the customers is a cyclical process, comprised of customer portfolio segmentation, value exchange, increasing customers’ involvement and customer loyalty building. The last phase, value generation for the company is about assuring a long-term acquisition of values from the customers, on the basis of which the company creates value for other stakeholders. Keywords: Switching Cost; Internet User; Purchase Intention; Customer Loyalty; Online Auction (search for similar items in EconPapers) There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it. Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-319-09855-5_3 Ordering information: This item can be ordered from DOI: 10.1007/978-3-319-09855-5_3 Access Statistics for this chapter More chapters in Management for Professionals from Springer |
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