バリュープロポジション

ウィキペディア

索引トップランキングカテゴリー

出典: フリー百科事典『ウィキペディア（Wikipedia）』 (2024/01/14 13:30 UTC 版)

参考文献

永井孝尚「100円のコーラを1000円で売る方法」 (2011/11/28) ISBN 978-4046028235

Cindy Barnes; Helen Blake; David Pinder (3 October 2009). Creating & delivering your value proposition: managing customer experience for profit. Kogan Page Publishers. ISBN 978-0-7494-5512-5 2011年9月21日閲覧。
Robert S. Kaplan; David P. Norton (1 February 2004). Strategy maps: converting intangible assets into tangible outcomes. Harvard Business Press. ISBN 978-1-59139-134-0 2011年9月21日閲覧。
Lindic, J.; Marques (2011). “Value proposition as a catalyst for a customer focused innovation”. Management Decision 49 (10): 1694–1708. doi:10.1108/00251741111183834.
Baregheh, A.; Rowley, J.; Sambrook, S. (2009). “Towards a multidisciplinary definition of innovation”. Management Decision 47 (8): 1323–39. doi:10.1108/00251740910984578.
Kambil, A., Ginsberg, A. and Bloch, M. (1996), "Re-inventing value propositions", Working Paper IS-96-21, New York University, New York, NY.
Barnes, C., Blake, H. and Pinder, D. (2009), Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit, Kogan Page, London
Wang, W.T. and Wang, C.C. (2009), "An empirical study of instructor adoption of web-based learning systems", Computers & Education, Vol. 53 No. 3, pp. 761–74.
Van Raaij, W.F. and Pruyn, A.T. (1998), "Customer control and evaluation of service validity and reliability", Psychology and Marketing, Vol. 15 No. 8, pp. 811–32
Pitt, L.F., Watson, R.T. and Kavan, C.B. (1995), "Service quality: a measure of information systems effectiveness", MIS Quarterly, Vol. 19 No. 2, pp. 173–87.
Atkin, D. (2004), The Culting of Brands: When Customers Become True Believers, Portfolio, New York, NY.
Tornatzky, L.G. and Klein, K.J. (1982), "Innovation characteristics and innovation adoption-implementation: a meta-analysis of findings", IEEE Transactions on Engineering Management, Vol. 29 No. 1, pp. 28–45.
Capon, N., & Hulbert, J. (2007). Managing Marketing in the 21st Century: Developing & Implementing the Market Strategy. Wessex, Inc.
Hassan, A. (2012), "The Value Proposition Concept in Marketing: How Customers Perceive the Value Delivered by Firms", International Journal of Marketing Studies, Vol. 4, No. 3.
Osterwalder, A. & Pigneur, Y. (2003), "Modeling Value Propositions in e-business", ICEC '03 Proceedings of the 5th international conference on Electronic Commerce, pp 429-436
Zeithaml, V. (1988). "Consumer Perceptions of Price, Quality, and Value: A Means-end Model and Synthesis of Evidence". Journal of Marketing 52 (3). American Marketing Association: 2–22. doi:10.2307/1251446.

脚注

^ ^a ^b ^c "A business unit promises customers some value, a combination of benefit and price. It thus offers a value proposition." Lanning and Michaels. (1988). A Business is a Value Delivery System. McKinsey Staff Paper. June, 1988, No.41. p.3.
^ Capon, N., & Hulbert, J. (2007). Managing Marketing in the 21st Century: Developing & Implementing the Market Strategy. Wessex, Inc.
^ “What is value proposition (VP)? - Definition from WhatIs.com” (英語). SearchCIO. 2016年4月1日閲覧。
^ “5 Keys to a Customer Value Proposition”. LinkedIn Pulse (2014年3月22日). 2016年4月1日閲覧。
^ Kaplan, Robert. S., Norton, David P., Norton (2004). Strategy maps: converting intangible assets into tangible outcomes (pp. 10). Boston: Harvard Business School Press.
^ Barnes, C., Blake, H., & Pinder, D. (2009). Creating & Delivering Your Value Proposition: Managing Customer Experience for Profit (pp. 28). United Kingdom, London: Kogan Page Limited.
^ Lindic, J.; Marques (2011). “Value proposition as a catalyst for a customer focused innovation”. Management Decision 49 (10): 1694–1708. doi:10.1108/00251741111183834.
^ Baregheh, A.; Rowley, J.; Sambrook, S. (2009). “Towards a multidisciplinary definition of innovation”. Management Decision 47 (8): 1323–39. doi:10.1108/00251740910984578.
^ Kambil, A., Ginsberg, A. and Bloch, M. (1996), "Re-inventing value propositions", Working Paper IS-96-21, New York University, New York, NY.
^ Hassan, A. (2012), "The Value Proposition Concept in Marketing: How Customers Perceive the Value Delivered by Firms", International Journal of Marketing Studies, Vol. 4, No. 3.
^ "We have classified the ways that suppliers use the term “value proposition” into three types: all benefits, favorable points of difference, and resonating focus." Anderson, et al. (2006). Customer Value Propositions in Business Markets. Harvard Business Review. p.3.
^ "All benefits. Our research indicates that most managers ... simply list all the benefits they believe that their offering might deliver to target customers." Anderson, et al. (2006). Customer Value Propositions in Business Markets. Harvard Business Review. p.3.
^ "potential drawback: benefit assertion. Managers may claim advantages for features that actually provide no benefit to target customers." Anderson, et al. (2006). Customer Value Propositions in Business Markets. Harvard Business Review. p.3.
^ "salespeople touted the benefits ... Their prospects scoffed at this benefit assertion, stating that ... was not a concern." Anderson, et al. (2006). Customer Value Propositions in Business Markets. Harvard Business Review. p.3.
^ "Another pitfall of the all benefits value proposition is that many, even most, of the benefits may be points of parity with those of the next best alternative, diluting the effect of the few genuine points of difference." Anderson, et al. (2006). Customer Value Propositions in Business Markets. Harvard Business Review. p.3.
^ "had little persuasive power because the other two finalists could make most of the same claims. ... Any distinctions that do exist have been overshadowed by the firms’ greater sameness." Anderson, et al. (2006). Customer Value Propositions in Business Markets. Harvard Business Review. p.3.
^ " suppliers may stress points of difference" Anderson, et al. (2006). Customer Value Propositions in Business Markets. Harvard Business Review. p.4.
^ "suppliers may stress points of difference that deliver relatively little value to the target customer ... the pitfall of value presumption: assuming that favorable points of difference must be valuable for the customer." Anderson, et al. (2006). Customer Value Propositions in Business Markets. Harvard Business Review. p.4.
^ "making their offerings superior on the few elements that matter most to target customers" Anderson, et al. (2006). Customer Value Propositions in Business Markets. Harvard Business Review. p.4.
^ "the resonating focus value proposition should be the gold standard." Anderson, et al. (2006). Customer Value Propositions in Business Markets. Harvard Business Review. p.4.
^ "This occurs either when the point of parity is required for target customers even to consider the supplier’s offering or when a supplier wants to counter customers’ mistaken perceptions that a particular value element is a point of difference in favor of a competitor’s offering" Anderson, et al. (2006). Customer Value Propositions in Business Markets. Harvard Business Review. p.4.
^ アレックス・オスターワルダー「バリュー・プロポジション・デザイン」 (2015/4/16) ISBN 978-4798140568
^ Barnes, C., Blake, H., & Pinder, D. (2009). Creating & Delivering Your Value Proposition: Managing Customer Experience for Profit (pp. 30-31). United Kingdom, London: Kogan Page Limited.
^ Neil Rackham, John De Vincentis. Rethinking the Sales Force; Redefining Selling to Create and Capture Customer Value, McGraw Hill, 1999. ISBN 0-07-134253-2
^ Lanning, Michael. Delivering Profitable Value, Basic Books, 1998. ISBN 0-7382-0162-6
^ Anderson, James; Kumar, Nirmalya; Narus, James. Value Merchants, Harvard Business School Press, 2007. ISBN 1-4221-0335-8
^ Winer, Russell S. (1999). Marketing Management. Prentice Hall, Inc.. pp. 64. ISBN 0-321-01421-9
^ Moore, Geoffrey A. (1991). Crossing the Chasm. Harpers Collins. pp. Ch. 6
^ Geracie, Greg (August 15, 2013). The Guide to the Product Management and Marketing Body of Knowledge: ProdBOK(R) Guide (1 ed.). Product Management Educational Institute. p. 279. ISBN 978-0984518500
^ Rackham, N., & DeVincentis, J. (1998). Rethinking the sales force: Refining selling to create and capture customer value. New York, NY: McGraw-Hill.
^ Barnes, C., Blake, H., & Pinder, D. (2009). Creating & Delivering Your Value Proposition: Managing Customer Experience for Profit (pp. 40-41). United Kingdom, London: Kogan Page Limited.
^ ^a ^b Osterwalder, A. & Pigneur, Y. (2003), "Modeling Value Propositions in e-business", ICEC '03 Proceedings of the 5th international conference on Electronic Commerce, pp 429-436