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Conceptual Model of Internet-Based Customer Value Management

In: Internet-Based Customer Value Management

Author

Listed:
  • Tymoteusz Doligalski

    (Warsaw School of Economics)

Abstract

The main purpose of this chapter is to present the conceptual model of Internet-based customer value management. The first stage of the model is defining value to customer. Customer target groups and particular value propositions are chosen then. The subsequent stage of creating value for customers relies on providing the company with resources, capabilities and other organisational solutions. The stage of communicating value to the customers aims at attracting the customers and building their trust in the company. The phase of delivering value to the customers is a cyclical process, comprised of customer portfolio segmentation, value exchange, increasing customers’ involvement and customer loyalty building. The last phase, value generation for the company is about assuring a long-term acquisition of values from the customers, on the basis of which the company creates value for other stakeholders.

Suggested Citation

  • Tymoteusz Doligalski, 2015. "Conceptual Model of Internet-Based Customer Value Management," Management for Professionals, in: Internet-Based Customer Value Management, edition 127, chapter 3, pages 81-140, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-319-09855-5_3
    DOI: 10.1007/978-3-319-09855-5_3
    as

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