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Customer Perceived Value €“ An Essential Element In Sales Management

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  • Vasile DEAC
  • Cosmin DOBRIN
  • Adriana GÃŽRNEAÞÃ

Abstract

Practical understanding by the producer of the way purchasers choose between various products that might satisfy a certain need constitutes a very complex and challenging problem. The concept of „customer perceived value and the ratio between the product price and the perceived value come to clarify this issue and, moreover, these represent two great fundaments that underlie all economic transactions. If production and selling costs mark the price lower limit, customer perceived value marks its maximum limit. The objective of this paper is to highlight the essential elements underlying the customers’ perceived value, aspects regarding its communication and the correlation that should exist between it and the product price

Suggested Citation

  • Vasile DEAC & Cosmin DOBRIN & Adriana GÃŽRNEAÞÃ, 2016. "Customer Perceived Value €“ An Essential Element In Sales Management," Business Excellence and Management, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 6(1), pages 43-55, March.
    • Handle: RePEc:rom:bemann:v:6:y:2016:i:1:p:43-55
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    References listed on IDEAS

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    1. Adriana Girneata & Cosmin Octavian Dobrin, 2015. "Complaining Behaviour and Consumer Safety: Research on Romania Online Shopping," Economic Studies journal, Bulgarian Academy of Sciences - Economic Research Institute, issue 1, pages 161-175.
    2. Ruxandra-Irina POPESCU & Rãzvan-Andrei CORBOª, 2014. "Sources for increasing the competitiveness of museums through studies on the perception of visitors towards cultural events," REVISTA ADMINISTRATIE SI MANAGEMENT PUBLIC, Faculty of Administration and Public Management, Academy of Economic Studies, Bucharest, Romania, vol. 2014(22), pages 48-64, June.
    3. Rãzvan-Andrei CORBOª & Andreea ZAMFIR & Alexandra Ioana FLOREA (IONESCU), 2013. "Strategic Managerial Implications Of Supplier Segmentation In The Current Competitive Environment," Proceedings of the INTERNATIONAL MANAGEMENT CONFERENCE, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 7(1), pages 359-365, November.
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    Cited by:

    1. Reine A. TFAILY, 2017. "Organizational Performance And Competitiveness Of Spa And Wellness Centers," Proceedings of the INTERNATIONAL MANAGEMENT CONFERENCE, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 11(1), pages 164-174, November.
    2. Ruxandra-Irina POPESCU & Răzvan-Andrei CORBOS & Mihaela COMĂNESCU & Ovidiu-Iulian BUNEA, 2017. "Ecological Marketing –Strategic Option for Business Development in Bucharest," ECONOMIC COMPUTATION AND ECONOMIC CYBERNETICS STUDIES AND RESEARCH, Faculty of Economic Cybernetics, Statistics and Informatics, vol. 51(2), pages 67-83.

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