Value in Business and Industrial Marketing

Past, Present, and Future

Adam Lindgreen, Martin Hingley, David B. Grant, Robert E. Morgan

Publikation: Bidrag til tidsskriftTidsskriftartikelForskningpeer review

Resumé

This article offers an overview of research on the ‘value’ that businesses and industrial marketers analyze, create, and deliver. First, value literature (up to and around 2005 and post 2005) is discussed. This review highlights the changes in our notions of value and helps to identify seven areas for consideration that should drive future research: value proposition, relationship form, capabilities management, value metrics, temporal horizon, innovation imperative, and tactical focus. Following this depiction of value analysis, value creation, and value delivery, we present a process model for value orchestration in business and industrial marketing. Three activities collectively form the basis of value orchestration, namely structuring activities, bundling activities, and leveraging of resources.
OriginalsprogEngelsk
TidsskriftIndustrial Marketing Management
Vol/bind41
Udgave nummer1
Sider (fra-til)207–214
ISSN0019-8501
DOI
StatusUdgivet - 2012
Udgivet eksterntJa

Emneord

  • Industrial marketing
  • Relationships
  • Transactions
  • Value

Citer dette

Lindgreen, Adam ; Hingley, Martin ; Grant, David B. ; Morgan, Robert E. / Value in Business and Industrial Marketing : Past, Present, and Future. I: Industrial Marketing Management. 2012 ; Bind 41, Nr. 1. s. 207–214.
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Value in Business and Industrial Marketing : Past, Present, and Future. / Lindgreen, Adam; Hingley, Martin; Grant, David B.; Morgan, Robert E.

I: Industrial Marketing Management, Bind 41, Nr. 1, 2012, s. 207–214.

Publikation: Bidrag til tidsskriftTidsskriftartikelForskningpeer review

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