Strategic value curve analysis: Diagnosing and improving customer value propositions

Sheehan, Norman T.; Bruni-Bossio, Vince

doi:10.1016/j.bushor.2015.01.005

Cited by 30 publications

(23 citation statements)

References 2 publications

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“…This scenario is not different from the fitness industry. With high customer turnover, and the competition for customers, fitness centers managers need to cater customers demands (Macintosh, Doherty, & Walker, 2010) and develop strategic frameworks that include each of the attributes that target customers use to make their purchase decisions (Sheehan & Bruni-Bossio, 2015). Understanding exactly which are the customers' needs and wants is a key point in total quality management (Griffin & Hauser, 1993).…”

Section: Introductionmentioning

confidence: 99%

Fitness Centers: What Are the Most Important Attributes in This Sector?

Freitas¹,

Lacerda²

2019

IJQR

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Several studies have been conducted to identify the factors that most influence on service quality and customer satisfaction in the fitness industry. However, little attention has been dedicated to the identification of the most relevant attributes. This study aims to fulfill this gap and suggests that it is also necessary to identify the factors and the attributes which are most important concerning the perceptions of customers of fitness centers. Based on the scientific literature, a 23-item questionnaire was designed and a sample of 368 customers of four Brazilian fitness centers was considered. Factorial analysis and Quartile analysis revealed that the most important factors are related to Workout facilities & Price and Staff. The fitness equipment must be varied and in sufficient quantity, besides being in perfect working order. Special attention should be dedicated to the instructors' politeness and competence, and the accuracy of information they provide. The overall cleanliness of the fitness center and the value of service are also important.

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Section: Introductionmentioning

confidence: 99%

Fitness Centers: What Are the Most Important Attributes in This Sector?

Freitas¹,

Lacerda²

2019

IJQR

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“…In traditional settings, organizations off er their value propositions to specifi c market segments based on identifi ed socio-economic profi les. This approach reveals that consumers have been perceived for years by mainstream organizations as as mere recipients of their 'value propositions' (Osterwalder, Pigneur, Bernarda & Smith, 2014;Anderson, Narus & Van Rossum, 2006;Seppanen & Laukkanen, 2015;Ayvari & Jyrama, 2016;Sheehan & Bruni-Bossio, 2015).…”

Section: The Role Of Customers In Disruptive Innovationmentioning

confidence: 99%

Demystifying Disruptive Innovation Phenomenon: Economic and Societal Impacts

Tabbah¹,

Maritz²

2019

RCIS

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This research aims to demystify disruptive innovation phenomena and its economic and societal impacts. The study is investigative in nature and highlights the gap between the current endorsed disruptive innovation theory and the actual impacts of the phenomena as evident in markets, industries, and societies. The study adopts a positivism philosophical approach and deductive reasoning that builds on secondary data from literature across multiple disciplines that have a strong correlation with the research topic and case study analysis of five market-leading organizations that have significantly impacted their respective industries. The paper presents a comprehensive definition and a conceptual framework that provides an appropriate illustration of the term disruptive innovation based on the conceptual findings. The findings reveal that despite challenging mainstream incumbents, disruptive innovation yields positive impacts on economies, consumers and societies. The research concludes by advocating further research to empirically test the conceptual framework and validate it through primary data and assess its generalizability.

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“…The value curve is the basic component of the strategy canvas, which is a visualization tool composed of the competing factors along the x-axis and the offering level along the y-axis [57] and is a graphical depiction of a company's relative performance across key success factors of its industry [68]. The horizontal axis shows the range of factors in which the industry competes and invests, and the vertical axis shows the level offered for buyers across key competing factors.…”

Section: Value Innovationmentioning

confidence: 99%

Technology-Based New Service Idea Generation for Smart Spaces: Application of 5G Mobile Communication Technology

Jeong

Lee

et al. 2016

Sustainability

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Innovative technology has made it possible to dramatically change the social and economic environment. In particular, 5G mobile communication technology that radically improves the performance of current technology can renew urban infrastructure, public services, and citizens' lives for the implementation of smart spaces. Although new services need to be generated by such innovative technology, existing technology-based approaches have mostly relied on the intuition of experts rather than a systematic approach. Thus, this paper aims to present a method and process by which technology-based new ideas using 5G mobile communication technology are generated to realize a connected environment by focusing on technological functions as well as customer value. First, the relationships among technology, value, and service are defined through morphology analysis. Second, service opportunities are identified by developing a transformed buyer-utility map in the smart space environment. After mapping the established services, candidate cells for a new service were identified as vacant cells in the map with the removal of technically unnecessary candidates based upon the pre-defined relationship. Third, a new service idea is generated by modifying/extending candidates concretely through an ERRC (Eliminate, Reduce, Raise, Create) framework. Value factors are determined in advance and shown in the As-Is value curve representing the current status. The current level in the curve is then compared at an industrial level and value factors are chosen to newly modify or create. As a result, the To-Be curve is established and leads to a new service idea. It can be regarded as a useful tool for mobile carriers to plan new business models for smart spaces with adequate technology and market feasibility.

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Strategic value curve analysis: Diagnosing and improving customer value propositions

Cited by 30 publications

References 2 publications

Fitness Centers: What Are the Most Important Attributes in This Sector?

Fitness Centers: What Are the Most Important Attributes in This Sector?

Demystifying Disruptive Innovation Phenomenon: Economic and Societal Impacts

Technology-Based New Service Idea Generation for Smart Spaces: Application of 5G Mobile Communication Technology

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