Consumer perceived value: The development of a multiple item scale

Driven by more demanding customers, global competition, and slow-growth economies and industries, many organizations search for new ways to achieve and retain a competitive advantage. Past attempts have largely looked internally within the organization for improvement, such as reflected by quality management, reengineering, downsizing, and restructuring. The next major source for competitive advantage likely will come from more outward orientation toward customers, as indicated by the many calls for organizations to compete on superior customer value delivery. Although the reasons for these calls are sound, what are the implications for managing organizations in the next decade and beyond? This article addresses this question. It presents frameworks for thinking about customer value, customer value learning, and the related skills that managers will need to create and implement superior customer value strategies.

Customer value: The next source for competitive advantage

The importance of developing and maintaining enduring relationships with customers of service businesses is generally accepted in the marketing literature. A key challenge for researchers is to identify and understand how managerially controlled antecedent variables influence important relationship marketing outcomes (e.g., customer loyalty and word-of-mouth communication). Relational benefits, which have a focus on the benefits consumers receive apart from the core service, and relationship quality, which focuses on the overall nature of the relationship, represent two approaches to understanding customer loyalty and word of mouth. This article integrates these two concepts by positioning customer satisfaction and commitment as relationship quality dimensions that partially mediate the relationship between three relational benefits (confidence benefits, social benefits, and special treatment benefits) and the two outcome variables. The results provide support for the model and indicate that the concepts ...

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Understanding Relationship Marketing Outcomes An Integration of Relational Benefits and Relationship Quality

The pervasive effects of family on entrepreneurship: toward a family embeddedness perspective

Experiential value: Conceptualization, measurement and application in the catalog and Internet shopping environment.

Why we buy what we buy: A theory of consumption values

This text presents a comprehensive theory of consumer behaviour that is operational and has been tested in more than 200 separate investigations involving a wide variety of products. The theory is applicable to consumer and industrial products; durable and nondurable products; and goods and services. Theoretical discussions explain consumer choice behaviour and also illustrate prediction and control. Step-by-step guidance is provided for implementing theory. Also included are sample questionnaires and instructions for various techniques of data analysis, which have been drawn from real-world contexts.

Consumption Values and Market Choices: Theory and Applications

Section I. The Customer: Key to Market Success. Managerial Importance of Customer Behaviour. Three Roles of a Customer: User, Payer, Buyer. Market Values Customers Seek. Section II. Determinants of Customer Behaviour. Market Characteristics: Climate, Topography, and Ecology. Market Context: Economy, Government, and Technology. Personal Context: Culture, Reference Groups, & Personal Wealth. Personal Characteristics: Genetics, Race, Gender, Age, & Personality. Trends in Determinants of Customer Behaviour. Section III. The Customer's Mindset. The Customer as a Perceiver and a Learner. Customer Motivation: Needs, Emotions, and Psychographics. Customer Attitudes: Cognitive and Affective. Researching Customer Behaviour. Segmentation and Differentiation: Responding to Customer Differences. Section IV. Customer Decision Making. Individual Customer Decision Making. Household Customer Decision Making. Business and Government Customer Decision Making. Intermediary Customer Decision Making. Section V. Customer Focused Marketing. Customer Loyalty to Products and Stores. Customer Relationship Management. Creating Market Values for the Customer.

Customer Behavior: Consumer Behavior and Beyond

PART ONE: THE EVOLUTION OF MARKETING IN POLITICS The New Political Campaign Technology The Shifting Winds of Politics The Powers That Be PART TWO: THE MARKETING CAMPAIGN Voter Segmentation Candidate Positioning Strategy Formulation and Implementation PART THREE: THE FUTURE OF POLITICAL MARKETING Dial-in-Democracy

The Marketing of the President: Political Marketing as Campaign Strategy

Foreword - Peter D Hart Preface - Bruce I Newman PART ONE: CONCEPTUAL AND HISTORICAL ORIGINS OF POLITICAL MARKETING Political Marketing - Philip Kotler and Neil Kotler Generating Effective Candidates, Campaigns and Causes Elite, Popular, and Merchandised Politics - Richard M Perloff Historical Origins of Presidential Campaign Marketing The Marketing Colonization of Political Campaigning - Dominic Wring A Conceptual Framework for Political Marketing - Patrick Butler and Neil Collins The Permanent Campaign - Dan Nimmo Marketing as a Governing Tool PART TWO: MANAGEMENT OF POLITICAL CAMPAIGNS Is There a European Style of Political Marketing? A Survey of Political Managers and Consultants - Fritz Plasser, Christian Scheucher and Christian Senft Political Consulting - Dennis F Kinsey Bridging the Academic and Practical Perspectives Managing Volunteers - Gregory G Lebel Times Have Changed - Or Have They? Greater Than the Sum of Its Parts - Dan Schnur Coordinating the Paid and Earned Media Message Money Doesn't Grow on Trees - Jennifer A Steen Fundraising in American Political Campaigns PART THREE: ANALYSIS OF THE POLITICAL MARKETPLACE Media Polls, Candidates, and Campaigns - Pama Mitchell and Rob Daves Pre-Election Polling and Political Campaigns - Eric W Rademacher and Alfred J Tuchfarber Exit Polls and Election Campaigns - Jurgen Hofrichter Only the Facts - Craig Varoga and Mike Rice Professional Research and Message Development A Predictive Model of Voter Behavior - Bruce I Newman The Re-Positioning of Bill Clinton Methodology of Constructing Effective Political Advertising - Andrzej Falkowski and Wojciech Cwalina An Empirical Study of the Polish Presidential Election in 1995 A Value-Oriented Model of Candidate Appraisal - Frank Huber and Andreas Herrmann Grabbing the Nonvoter - Dorina Miron PART FOUR: DEVELOPMENT OF POLITICAL STRATEGY The Nonverbal Image of Politicians and Political Parties - Gunter Schweiger and Michaela Adami Direct Marketing - Elaine Sherman How Does it Work for Political Campaigns? Televised Debates - Sidney Kraus Marketing Presidential Candidates Voter Segmentation and Candidate Positioning - Paul R Baines Political Advertising - Lynda Lee Kaid A Summary of Research Findings Through a Glass Darkly - J Harry Wray Television and American Electoral Politics Selected Aspects of Communication in German Election Campaigns - Knut Bergmann and Wolfram Wickert The Impact of Television on the Democratization Processes - Lilia Raycheva Does the Media Reflect or Shape Public Opinion - Jolan Roka PART FIVE: EXECUTION OF POLITICAL CAMPAIGNS The Machine was Alive and Well and Living in Skokie - Judith-Rae E Ross Limitations of Political Marketing? - Phil Harris, Andrew Lock and Jennie Roberts A Content Analysis of Press Coverage of Political Issues during the 1997 UK General Election Campaign Against the Fundamental Rules - Hans Schmid and Dietmar Ecker The Impact of Dr Joe's Strategic Positioning - Michael Strugl, Hans Lugmayr and Klaus Weissman A Case Study of a Successful Marketing-Based Election Campaign in Upper Austria Democracy and Elections in the New East Central Europe - Daniel Odescalchi 'Goods Over God' - Phil Harris, Hanne Gardner and Nadia Vetter Lobbying and Political Marketing - A Case Study of the Campaign by the Shopping Hours Reform Council to Change Sunday Trading Laws in the United Kingdom How Marketing Changed the World - Nigel Allington, Philip Morgan and Nicholas O'Shaughnessy The Political Marketing of an Idea - A Case Study of Privitization Interest Groups and the Political Process - Barbara Lindsay Gender Issues The Permanent Campaign - Wayne P Steger Marketing from the Hill PART SIX: POLITICAL MARKETING AND DEMOCRACY You Can't Teach a Dead Dog New Tricks - Jon B Gould The Problem of Campaign Finance and Why Reform Has Not Worked The Cyberspace Election of the Future - Dennis W Johnson Political Marketing and Political Propaganda - Nicholas O'Shaughnessy Money and Politics - J Harry Wray

Bruce I. Newman

Papers

Why we buy what we buy: A theory of consumption values

Consumption Values and Market Choices: Theory and Applications

Customer Behavior: Consumer Behavior and Beyond

The Marketing of the President: Political Marketing as Campaign Strategy

Handbook of Political Marketing