TY - JOUR
T1 - Value in Business and Industrial Marketing
T2 - Past, Present, and Future
AU - Lindgreen, Adam
AU - Hingley, Martin
AU - Grant, David B.
AU - Morgan, Robert E.
PY - 2012
Y1 - 2012
N2 - 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.
AB - 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.
KW - Industrial marketing
KW - Relationships
KW - Transactions
KW - Value
U2 - 10.1016/j.indmarman.2011.11.025
DO - 10.1016/j.indmarman.2011.11.025
M3 - Journal article
SN - 0019-8501
VL - 41
SP - 207
EP - 214
JO - Industrial Marketing Management
JF - Industrial Marketing Management
IS - 1
ER -