IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-02413774.html
   My bibliography  Save this paper

Stratégies expérientielles et dimensions de l’expérience La quête de l’avantage concurrentiel commercial

Author

Listed:
  • Claire Roederer

    (Humanis - Hommes et management en société / Humans and management in society - UNISTRA - Université de Strasbourg - EM Strasbourg - École de Management de Strasbourg = EM Strasbourg Business School)

Abstract

This research paper focuses on managerial practices desi- gned to generate customer experience. Based on a study of companies operating in a variety of sectors, this research has a threefold purpose. First, we deconstruct some expe- riential strategies currently in use both to create experience and to enhance experienced-based differentiation. Second, we perform an analysis of various experiential strategies using a competitive-commercial-advantage grid. Third, we identify the risks related to the resources made available by companies as well as to the customer perception of the experiential context. The main finding of the research is that greater awareness of customers' direct / lived experience is a key success factor in implementing experiential strategies. Finally, the study provides a grid for analysing and monito- ring customer experience with respect to direct experience components.

Suggested Citation

  • Claire Roederer, 2012. "Stratégies expérientielles et dimensions de l’expérience La quête de l’avantage concurrentiel commercial," Post-Print hal-02413774, HAL.
    • Handle: RePEc:hal:journl:hal-02413774
    DOI: 10.7193/DM.067.63.74
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:journl:hal-02413774. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.