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- Öberg, Christina,1970-Linköpings universitet,Lund University,Lunds universitet,Företagsekonomiska institutionen,Ekonomihögskolan,Department of Business Administration,Lund University School of Economics and Management, LUSEM,Linköping University, Sweden,Industriell marknadsföring och industriell ekonomi,Tekniska högskolan,Industriell marknadsföring (author)
The core-customer concept
- Article/chapterEnglish2011
Publisher, publication year, extent ...
- Routledge,2011
- printrdacarrier
Numbers
- LIBRIS-ID:oai:DiVA.org:oru-37982
- https://urn.kb.se/resolve?urn=urn:nbn:se:oru:diva-37982URI
- https://doi.org/10.1080/02642069.2010.511186DOI
- https://lup.lub.lu.se/record/1939573URI
- https://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-122354URI
- https://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-63128URI
Supplementary language notes
- Language:English
- Summary in:English
Part of subdatabase
- SwePubSwePub
Classification
Notes
- The purpose of this paper is to define and discuss the core-customer concept. This concept examines how a company develops its operations around a single or only a few customers. The customer steers what products and services the supplier develops, which means that it is the customer that dictates the supplier's operations. The core-customer concept may be one method for designing a company's operations, but the paper also aims to challenge companies to consider how they think about customers. The paper contributes to research on customer value and extended service offerings by indicating a business-development strategy based on the customer rather than the supplier's operations. Building a company around a single customer, requires flexibility and competences in finding collaboration partners or in adjusting the organisation to new requirements. The paper refers to these as secondary/supporting competences, while the core competence upon which the company builds its operation is the customer.
Subject headings and genre
- SAMHÄLLSVETENSKAP Ekonomi och näringsliv Företagsekonomi hsv//swe
- SOCIAL SCIENCES Economics and Business Business Administration hsv//eng
- core customer
- service offering
- core competence
- resource-based view
- case study
- Business Studies
- Företagsekonomi
- Marketing
- SOCIAL SCIENCES
Added entries (persons, corporate bodies, meetings, titles ...)
- Företagsekonomiska institutionenEkonomihögskolan (creator_code:org_t)
Related titles
- In:Service Industries Journal: Routledge31:16, s. 2677-26920264-20691743-9507
Internet link
- http://dx.doi.org/10.1080/02642069.2010.511186FULLTEXT
- https://urn.kb.se/resolve?urn=urn:nbn:se:oru:diva-37982
- https://doi.org/10.1080/02642069.2010.511186
- https://lup.lub.lu.se/record/1939573
- https://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-122354
- https://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-63128
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