A Novel Framework for Modeling Value for the Customer, an Essay on Negotiation

Abstract

This paper proposes a novel framework for modeling the Value for the Customer, the so-called 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.

Towards a Reference Model for Mass Collaborative Learning

“…It has, for example, been applied to the PROVE initiative (a Portuguese network in the agri-food sector that enables small farmers to sell their goods directly to consumers) [15]. ARCON has also been applied for different purposes including but not limited to, e-government and e-services [16], trust management [17], decomposing value for the customer [18], and learning in on-line and local University of the Third Age (U3A) in Australia [19].…”