search query: @author Reddy, N. M. / total: 7
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| Author: | Reddy, N. M. |
| Title: | Defining product value in industrial markets. |
| Journal: | Management Decision
1991 : VOL. 29:1, p. 14-19 |
| Index terms: | PRODUCT LIFE CYCLE VALUE ANALYSIS VALUE-IN-USE PRICING |
| Language: | eng |
| Abstract: | Managers are confronted with a multiplicity of terms defining product value, all sounding similar but with markedly different meanings. It is argued that the concepts are interrelated and a change in any one of them may trigger change in the others. It is shown that the range of value concepts falls into one of three categories: production-based definitions: customer-oriented definitions and competitive definitions. Understanding the customer's construction of perceived value and attempting to enhance the perception of the value of one's own product in the eyes of the customer is the primary task of the marketer. The role of technological innovation in determination of product value is shown. |
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