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Advisor(s)
Abstract(s)
This paper proposes a novel framework for modelling the Value for the Customer, the so-called the
Conceptual Model for Decomposing Value for the Customer (CMDVC). This conceptual model is
first validated through an exploratory case study where the authors validate both the proposed
constructs of the model and their relations. In a second step the authors propose a mathematical
formulation for the CMDVC as well as a computational method. This has enabled the final
quantitative discussion of how the CMDVC can be applied and used in the enterprise environment,
and the final validation by the people in the enterprise. Along this research, we were able to confirm
that the results of this novel quantitative approach to model the Value for the Customer is consistent
with the company's empirical experience. The paper further discusses the merits and limitations of
this approach, proposing that the model is likely to bring value to support not only the contract preparation at an Ex-Ante Negotiation Phase, as demonstrated, but also along the actual negotiation process, as finally confirmed by an enterprise testimonial.
Description
Keywords
Customer perceived value Modeling value
Citation
Publisher
World Scientific Publishing Company