The customer value proposition (CVP) has a critical role in communicating how a company aims to provide value to customers. Managers and scholars increasingly use CVP terminology, yet the concept remains poorly understood and implemented; relatively little research on this topic has been published, considering the vast breadth of investigations of the value concept. In response, this article offers a comprehensive review of fragmented CVP literature, highlighting the lack of a strong theoretical foundation; distinguishes CVPs from related concepts; proposes a conceptual model of the CVP that includes antecedents, consequences, and moderators, together with several research propositions; illustrates the application of the CVP concept to four contrasting companies; and advances a compelling agenda for research.
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Payne, A., Frow, P. & Eggert, A. The customer value proposition: evolution, development, and application in marketing. J. of the Acad. Mark. Sci. 45, 467–489 (2017). https://doi.org/10.1007/s11747-017-0523-z
- Value proposition
- Marketing strategy