Skip to main content
SpringerLink
Log in
Book cover

The Butterfly Effect in Competitive Markets pp 119–143Cite as

Palgrave Macmillan

Consumer Value Management

  • Chapter

  • 274 Accesses

Abstract

Often companies drive innovation to bring change in the market for competitive advantage and reduce the cost and time of manufacturing a product or delivering a service with the desired quality and competitive advantage. Most challenging issues in the market, such as change management, improvement in products and services, and enhancing customer value, are on the axis of identifying redundancies in existing market competition and eliminating them to reduce cost and time involved in the process of generating end values. This chapter addresses the critical issues on delivering customer value and enhancing organizational competency in managing customer values. The chapter illustrates attitudinal models for adapting to competitive differentiation, suggesting that co-creation of new product development and competitive differentiation are two efficient strategies that companies intend to follow. The chapter also addresses various issues referring to managing process improvements and developing an innovations value chain within the value chain triangles of QCT (quality, cost, and time) and TBC (technical, behavioral, and cultural factors).

This is a preview of subscription content, log in via an institution.

Chapter
USD   29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD   84.99
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD   109.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info
Hardcover Book
USD   139.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Learn about institutional subscriptions

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  • Abraham, Z. (2004), Managers and leaders: Are they different?, Harvard Business Review, 82 (1), 74–81.

    Google Scholar 

  • Ahmed, J. U. (1996), Modern approaches to product reliability improvement, International Journal of Quality & Reliability Management, 13 (3), 27–41.

    Article  Google Scholar 

  • Anderson, J. and Billou, N. (2007), Serving the world’s poor: Innovation at the base of the economic pyramid, Journal of Business Strategy, 28 (2), 14–21.

    Article  Google Scholar 

  • Baker, T. L. Jr., Cronin, J. J., and Hopkins, C. D. (2009), The impact of involvement on key service relationships, Journal of Services Marketing, 23 (2), 114–123.

    Article  Google Scholar 

  • Bauer, H. H., Hammerschmidt, M., and Staat, M. (2004), Analyzing Product Efficiency: A Customer Oriented Approach, University of Mannheim, February.

    Google Scholar 

  • Bhatt, G. (2000), Organizing knowledge in the knowledge development cycle, Journal of Knowledge Management, 4 (1), 15–26.

    Article  Google Scholar 

  • Brucks, M., Zeithaml, V. A., and Naylor, G. (2000), Price and brand name as indicators of quality dimensions of customer durables, Journal of Academy of Marketing Science, 28 (3), 359–374.

    Article  Google Scholar 

  • Bruhn, M. (2003), Relationship Marketing: Management of Customer Relationships, Harlow: Pearson.

    Google Scholar 

  • Cardy, R. L. and Selvaraj, T. T. (2006), Competencies: Alternative frameworks for competitive advantage, Business Horizon, 49 (3), 235–245.

    Article  Google Scholar 

  • Carswell, Peter (2005), The financial impact of organizational downsizing practices: The New Zealand experience, Asia Pacific Journal of Management, 22 (1), 41–63.

    Article  Google Scholar 

  • Chan, K. W. and Mauborgne, R. A. (1999), Creating new market space, Harvard Business Review, 77 (1), 83–93.

    Google Scholar 

  • Chang, T. Z., Mehta, R., Chen, S. J., Polsa, P., and Mazur, J. (1999), The effects of market orientation on effectiveness and efficiency: The case of automotive distribution channels in Finland and Poland, Journal of Services Marketing, 13 (4–5), 407–418.

    Article  Google Scholar 

  • Chung, J., Jin, B., and Sternquist, B. (2007), The role of market orientation in channel relationships when channel power is imbalanced, International Review of Retail, Distribution and Consumer Research, 17 (2), 159–176.

    Article  Google Scholar 

  • Cristiano, J. J., Liker, J. K., and White III, C. C. (2000), Customer-driven product development through quality function deployment in the US and Japan, Journal of Product Innovation Management, 17 (4), 286–308.

    Article  Google Scholar 

  • Dash, S., Bruning, E., and Guin, K. K. (2009), A cross-cultural comparison of individualism’s moderating effect on bonding and commitment in banking relationships, Marketing Intelligence & Planning, 27 (1), 146–169.

    Article  Google Scholar 

  • Davies, P. 2004, Is evidence-based policy possible?, The Jerry Lee Lecture, Campbell Collaboration Colloquium, Washington, February 18–20.

    Google Scholar 

  • Deshpande, R., Hoyer, W., and Donthu, N. (1986), The intensity of ethnic affiliation: A study of the sociology of Hispanic consumption, Journal of Consumer Research, 13 (2), 214–221.

    Article  Google Scholar 

  • Dong, A. (2005), The latent semantic approach to studying development team communication, Design Studies, 26 (5), 445–461.

    Article  Google Scholar 

  • Draganska, M. and Jain, D. C. (2005), Product line length as a competitive tool, Journal of Economics and Management Strategy, 14 (1), 1–28.

    Article  Google Scholar 

  • Drucker, P. F. (1998), Discipline of innovation, Harvard Business Review, 76 (6), 149–157.

    Google Scholar 

  • Edmondson, A. C. (2008), The competitive imperative of learning, Harvard Business Review, 86 (7), 60–67.

    Google Scholar 

  • Erhun, F., Concalves, P., and Hopman, J. (2007), Art of managing new product transitions, MIT Sloan Management Review, 48 (3), 73–80.

    Google Scholar 

  • Esko, S., Zeromskis, M., and Hsuan, J. (2013), Value chain and innovation at the base of the pyramid, South Asian Journal of Global Business Research, 2 (2), 230–250.

    Article  Google Scholar 

  • Fine, C. H., Vardan, R., Pethick, R., and El-Hout, J. (2002), Rapid-response capability in value-chain design, MIT Sloan Management Review, 43 (2), 69–75.

    Google Scholar 

  • Garcia, R. and Calantone, R. (2002), A critical look at technological innovation typology and innovativeness terminology: A literature review, Journal of Product Innovation Management, 19 (2), 110–132.

    Article  Google Scholar 

  • Gary, L. (2003), Ambidextrous innovation, Harvard Business Publishing Newsletter, April 01.

    Google Scholar 

  • Goldstein, D. G., Johnson, E. J., Herrmann, A., and Heitmann, M. (2008), Nudge your customers towards better choices, Harvard Business Review, 86 (12), 99–105.

    Google Scholar 

  • Hanninen, S. and Sandberg, B. (2006), Consumer learning roadmap: A necessary tool for new products, International Journal of Knowledge and Learning, 2 (3), 298–307.

    Article  Google Scholar 

  • Heiko, G., Regine, K., and Elgar, F. (2008), Exploring the effect of cognitive biases on customer support services, Creativity and Innovation Management, 17 (1), 58–70.

    Article  Google Scholar 

  • Hirunyawipada, T. and Paswan, A. K. (2006), Consumer innovativeness and perceived risk: Implications for high technology product adoption, Journal of Consumer Marketing, 23 (4), 182–198.

    Article  Google Scholar 

  • Hulten, Bertil (2007), Customer segmentation: The concepts of trust, commitment and relationship, Journal of Targeting, Measurement and Analysis for Marketing, 15 (4), 256–269.

    Article  Google Scholar 

  • Hultink, E. J. and Atuahene-Gima, K. (2000), The effect of sales team adoption on new product selling performance, Journal of Product Innovation Management, 17 (6), 435–450.

    Article  Google Scholar 

  • Hunt, S. D. and Morgan, R. M. (1995), The comparative advantage theory of competition, Journal of Marketing, 59 (2), 1–15.

    Article  Google Scholar 

  • Lamming, R. C., Johnsen, T. E., Harland, C. M., and Zheng, J. (2000), Managing in supply networks: Cascade and intervention, 9th International Annual IPSERA Conference, University of Western Ontario, Canada, May 24–27.

    Google Scholar 

  • Locke, C. (2000), Smart customers, dumb companies, Harvard Business Review, 78 (6), 187–191.

    Google Scholar 

  • Maaike, K., Buijs, J., and Valkenburg, R. (2010), Understanding the complexity of knowledge integration in collaborative new product development teams: A case study, Journal of Engineering and Technology Management, 27 (1–2), 20–32.

    Google Scholar 

  • Maylor, H. (2001), Assessing the relationship between practice changes and process improvement in new product development, Omega, 29 (1), 85–96.

    Article  Google Scholar 

  • McGrath, R. G. and MacMillan, I. C. (1997), Discovering new points of differentiation, Harvard Business Review, 75 (3), 133–145.

    Google Scholar 

  • Mascarenhas, B., Baveja, A., and Jamil, M. (1998), Dynamics of core competencies in leading multinational companies, California Management Review, 40 (4), 117–132.

    Article  Google Scholar 

  • Nagle, T. T. and Holden, R. K. (2002), The Strategy and Tactics of Pricing, Englewood Cliffs, NJ: Prentice Hall.

    Google Scholar 

  • Normann, R. and Ramirez, R. (1993), From value chain to value constellation — designing interactive strategy, Harvard Business Review, 71 (4), 65–77.

    Google Scholar 

  • Oakley, P. (1996), High tech NPD success through faster overseas launch, European Journal of Marketing, 30 (8), 75–91.

    Article  Google Scholar 

  • Payne, A. and Frow, P. (2005), Strategic framework for customer relationship management, Journal of Marketing, 69 (4), 167–176.

    Article  Google Scholar 

  • Prahalad, C. K. and Hamel, G. (1990), Core competency of the corporation, Harvard Business Review, 68 (3), 79–93.

    Google Scholar 

  • Rajagopal (2007), Sales management in developing countries: A comparison of managerial control perspectives, Journal of Asia Pacific Business, 8 (3), 37–61.

    Article  Google Scholar 

  • Rajagopal and Rajagopal, A. (2008), Team performance and control process in sales organizations, Team Performance Management — An International Journal, 14 (1), 70–85.

    Article  Google Scholar 

  • Rajagopal and Sanchez, R. (2004), Conceptual analysis of brand architecture and relations within product categories, The Journal of Brand Management, 11 (3), 233–247.

    Article  Google Scholar 

  • Reichheld, F. F. and Sasser, W. E. (1990), Zero defections: Quality comes to services, Harvard Business Review, 68 (5), 105–111.

    Google Scholar 

  • Slater, S. and Narver, J. (1995), Market orientation and the learning organization, Journal of Marketing, 59 (3), 63–74.

    Article  Google Scholar 

  • Suarez, F. F. and Lanzolla, G. (2005), The half truth of first mover advantage, Harvard Business Review, 83 (4), 121–127.

    Google Scholar 

  • Tsai, W. M. H., MacMillan, I. C., and Low, M. B. (1991), Effects of strategy and environment on corporate venture success in industrial markets, Journal of Business Venturing, 6 (1), 9–28.

    Article  Google Scholar 

  • Weick, K. E. and Roberts, K. H. (1993), Collective mind in organizations: Heedful interrelating on flight decks, Administrative Science Quarterly, 38 (4), 357–381.

    Article  Google Scholar 

  • Werther, W. B. and Kerr, J. L. (1995), The shifting sands of competitive advantage, Business Horizons, 38 (3), 11–17.

    Article  Google Scholar 

Download references

Author information

Authors and Affiliations

  1. EGADE Business School, ITESM Mexico City, USA

    Rajagopal (Professor, Visiting Professor)

  2. Boston University, Boston, MA, USA

    Rajagopal (Professor, Visiting Professor)

Authors
  1. Rajagopal
    View author publications

    You can also search for this author in PubMed Google Scholar

Copyright information

© 2015 Rajagopal

About this chapter

Cite this chapter

Rajagopal (2015). Consumer Value Management. In: The Butterfly Effect in Competitive Markets. Palgrave Macmillan, London. https://doi.org/10.1057/9781137434975_5

Download citation

Publish with us

Policies and ethics

Search

Navigation