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The core-customer c...
The core-customer concept
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- Öberg, Christina, 1970- (författare)
- 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
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(creator_code:org_t)
- Routledge, 2011
- 2011
- Engelska.
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Ingår i: Service Industries Journal. - : Routledge. - 0264-2069 .- 1743-9507. ; 31:16, s. 2677-2692
- Relaterad länk:
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http://dx.doi.org/10...
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https://urn.kb.se/re...
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https://doi.org/10.1...
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Abstract
Ämnesord
Stäng
- 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.
Ämnesord
- SAMHÄLLSVETENSKAP -- Ekonomi och näringsliv -- Företagsekonomi (hsv//swe)
- SOCIAL SCIENCES -- Economics and Business -- Business Administration (hsv//eng)
Nyckelord
- core customer
- service offering
- core competence
- resource-based view
- case study
- Business Studies
- Företagsekonomi
- Marketing
- SOCIAL SCIENCES
Publikations- och innehållstyp
- ref (ämneskategori)
- art (ämneskategori)
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