Gaining competitive advantage through customer value oriented management
Abstract
Within the customer value literature there is a lacuna of theoretical frameworks and models that underlie consumers’ overall product valuation. This paper addresses this limitation and presents a model integrating consumer values, product benefits, and various costs of consumption. In the proposed model, benefits and costs are defined in terms of consumers’ perceptions in the activities of acquisition, consumption, and maintenance, as well as consumers’ expectation of value satisfaction before buying.
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The consumer value theory has been used to extensively investigate the role of costs as a factor that shapes consumers' value perceptions.
“the consumer value theory has been used to extensively investigate the role of costs, such as the monetary price of a product or service, as a factor that shapes consumers' value perceptions”
From What drives subscribing to premium in freemium services? A consumer value‐based view of differences between upgrading to and staying with premium (2020) · cites this paper as Huber, Herrmann, & Morgan, 2001
The positive value will be made when the perceived benefits to the consumer overshadow the perceived costs.
“The positive value will be made when the perceived benefits to the consumer overshadow the perceived costs [46].”
From Investigating the Impact of Critical Factors on Continuance Intention towards Cross-Border Shopping Websites (2019) · cites this paper as [46]
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Roles of perceived value and individual differences in the acceptance of mobile coupon applications
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“The positive value will be made when the perceived benefits to the consumer overshadow the perceived costs [46].”
Background
- Authors
- Huber, F., Herrmann, A., & Morgan, R. E.
- Affiliations
- Johannes Gutenberg University Mainz (DE)
- Aberystwyth University (GB)
- Venue
- Journal of Consumer Marketing
- Publisher
- Emerald
- Published
- 2001-02-01
- Volume
- 18
- Issue
- 1
- Pages
- 41-53
- ISSN
- 0736-3761 (ISSN-L)
- OpenAlex
- W2080395579
- Cited by
- 355
- References
- 44
- Citations by year
- 2026: 2 · 2025: 5 · 2024: 10 · 2023: 11 · 2022: 16 · 2021: 21 · 2020: 15 · 2019: 27 · 2018: 11 · 2017: 14 · 2016: 17 · 2015: 28 · 2014: 26 · 2013: 17 · 2012: 25
- FWCI
- 6.93
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Consumer Marketing (publishedVersion)
- Alexandria (UniSG) (University of St.Gallen) (submittedVersion)
- ORCA Online Research @Cardiff (Cardiff University) (submittedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Customer Service Quality and Loyalty
- Social Sciences › Business, Management and Accounting › Marketing › Service and Product Innovation
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Market Behavior and Pricing
- Keywords
- customer value, competitive advantage, product valuation, consumer values, product benefits, consumer perception, customer acquisition, customer retention
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