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An integrated approach to customer value: A comprehensive-practical approach

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  • Klanac, Nataša Golik

Abstract

The paper presents a comprehensive and practical approach to studying value from the customer point of view i.e. customer value (CV). It builds on three approaches to CV: the benefit-sacrifice, the means-end and the experiential. The developed integrated approach presents a more complete view on CV and its components than current approaches, offering a more meaningful guidance for marketing management activities.

Suggested Citation

  • Klanac, Nataša Golik, 2013. "An integrated approach to customer value: A comprehensive-practical approach," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 6(1), pages 22-37.
    • Handle: RePEc:zbw:fubjbm:76796
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    References listed on IDEAS

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    Cited by:

    1. Pekkarinen, Olli & Salminen, Risto T., 2013. "Developing industrial solution offerings: A framework and management guidelines," jbm - Journal of Business Market Management, Free University Berlin, Marketing Department, vol. 6(3), pages 143-170.
    2. Setyo Ferry Wibowo & Gatot Nazir Ahmad & Solekhah, 2020. "Perceived Value of Green Residence: The Role of Perceived Newness and Perceived Relative Advantage," International Journal of Economics & Business Administration (IJEBA), International Journal of Economics & Business Administration (IJEBA), vol. 0(2), pages 443-456.
    3. Dimária Silva e Meirelles & Daniel D’Andrea, 2021. "From private label to co-branded credit card: an assessment of the impact of a change in value proposition over customer value perception and company value capture," Journal of Financial Services Marketing, Palgrave Macmillan, vol. 26(1), pages 52-65, March.

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