Customer Value: A New Paradigm for Marketing Management

Art Weinstein; Randolph A. Pohlman

doi:10.1007/978-3-319-13141-2_55

Customer Value: A New Paradigm for Marketing Management

Art Weinstein
, Randolph A. Pohlman

Nova Southeastern University

Research output: Chapter in Book/Report/Conference proceeding › Chapter

Abstract

Management must analyze all pertinent "actors and factors" to compete in changing markets. Customer value has emerged as a dominant theme for business success. This paradigm means anticipating and responding to the relevant values of constituencies so as to maximize economic value. This paper examines the concept of customer value, provides a conceptual basis for developing a values-based managerial framework, proposes a four-stage value funnel model, and offers marketers a new view of business dynamics.

Original language	English
Title of host publication	Developments in Marketing Science: Proceedings of the Academy of Marketing Science
Subtitle of host publication	Proceedings of the Academy of Marketing Science
Publisher	Springer Nature
Pages	132-133
Number of pages	2
DOIs	https://doi.org/10.1007/978-3-319-13141-2_55
State	Published - Dec 13 2014

Publication series

Name	Developments in Marketing Science: Proceedings of the Academy of Marketing Science

Bibliographical note

Publisher Copyright:
© 2015, The Academy of Marketing Science.

ASJC Scopus Subject Areas

Marketing
Strategy and Management

Keywords

Business Dynamic
Business Performance
Dominant Theme
Market Management
Market Orientation

Access to Document

10.1007/978-3-319-13141-2_55

Cite this

Weinstein, A., & Pohlman, R. A. (2014). Customer Value: A New Paradigm for Marketing Management. In Developments in Marketing Science: Proceedings of the Academy of Marketing Science: Proceedings of the Academy of Marketing Science (pp. 132-133). (Developments in Marketing Science: Proceedings of the Academy of Marketing Science). Springer Nature. https://doi.org/10.1007/978-3-319-13141-2_55

Customer Value: A New Paradigm for Marketing Management. / Weinstein, Art; Pohlman, Randolph A.
Developments in Marketing Science: Proceedings of the Academy of Marketing Science: Proceedings of the Academy of Marketing Science. Springer Nature, 2014. p. 132-133 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science).

Research output: Chapter in Book/Report/Conference proceeding › Chapter

Weinstein, A & Pohlman, RA 2014, Customer Value: A New Paradigm for Marketing Management. in Developments in Marketing Science: Proceedings of the Academy of Marketing Science: Proceedings of the Academy of Marketing Science. Developments in Marketing Science: Proceedings of the Academy of Marketing Science, Springer Nature, pp. 132-133. https://doi.org/10.1007/978-3-319-13141-2_55

Weinstein A, Pohlman RA. Customer Value: A New Paradigm for Marketing Management. In Developments in Marketing Science: Proceedings of the Academy of Marketing Science: Proceedings of the Academy of Marketing Science. Springer Nature. 2014. p. 132-133. (Developments in Marketing Science: Proceedings of the Academy of Marketing Science). doi: 10.1007/978-3-319-13141-2_55

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Customer Value: A New Paradigm for Marketing Management

Abstract

Publication series

Bibliographical note

ASJC Scopus Subject Areas

Keywords

Access to Document

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Cite this