2011
DOI: 10.1016/j.indmarman.2010.06.032
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Value propositions as communication practice: Taking a wider view

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Cited by 327 publications
(363 citation statements)
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References 61 publications
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“…However, early conceptualizations characterized value propositions as initial steps in the supplier firm's value delivery process (cf. Ballantyne et al 2011), resonant with a mechanistic manufacturing logic rather than a service logic (Kingman-Brundage et al 1995;Normann 2001;Ramírez 1999). Although they adopted what they called a customer-oriented perspective, early works on value propositions emphasized the "delivery of value" by a supplier, such that the value proposition constitutes an implicit promise to customers to deliver some particular combination of values (Anderson et al 2006;Treacy and Wiersma 1995).…”
Section: Value Proposition: From Firm-centric To Service-dominant Permentioning
confidence: 99%
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“…However, early conceptualizations characterized value propositions as initial steps in the supplier firm's value delivery process (cf. Ballantyne et al 2011), resonant with a mechanistic manufacturing logic rather than a service logic (Kingman-Brundage et al 1995;Normann 2001;Ramírez 1999). Although they adopted what they called a customer-oriented perspective, early works on value propositions emphasized the "delivery of value" by a supplier, such that the value proposition constitutes an implicit promise to customers to deliver some particular combination of values (Anderson et al 2006;Treacy and Wiersma 1995).…”
Section: Value Proposition: From Firm-centric To Service-dominant Permentioning
confidence: 99%
“…Yet existing concepts and views of value propositions may be inadequate for understanding how companies can gain competitive advantages and achieve differentiation in service systems comprising more than two actors. With a few important exceptions (Ballantyne et al 2011;Frow and Payne 2011;Frow et al 2014), the buyer-supplier dyad remains the focus of research into value propositions. More recent conceptualizations highlight interdependence and reciprocity as critical elements, yet even these concepts remain primarily dyadic (e.g., Ballantyne and Varey 2006;Kowalkowski 2011;Payne and Frow 2014a).…”
Section: Introductionmentioning
confidence: 99%
“…The next sections contribute to addressing these gaps. (Alvesson, 1998;Ballantyne et al, 2011). They use verbs instead of nouns, like business modelling (Baden-Fuller and Mangematin, 2015), aligning business and technology (Chan and Reich, 2011) or knowing and practicing (Geiger, 2009).…”
Section: Business Network Innovation: Levels and Process-content Dimementioning
confidence: 99%
“…Buyer preferences evolve and practices associated with the buyer's value creation dynamically intersect with supplier practices (Holttinen, 2014). Content permeates the processes of network participants: value propositions offer an example of co-constructed and enacted content reflecting co-creation value with different roles and interdependencies (Ballantyne et al, 2011;Frow et al, 2014).…”
Section: Business Network Innovation In Business Network Ongoing Pmentioning
confidence: 99%
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