Orchestrating an experiential value proposition : the case of a Scandinavian automotive manufacturer

• Purpose This paper aims to advance the theoretical knowledge of how manufacturers develop a multisensory value proposition. Design/methodology/approach An exploratory case study with a global automotive manufacturer was conducted. Personal in-depth interviews with key informants within a manufacturer were performed to obtain in-depth knowledge and insights on how the manufacturer plans and designs a value proposition. Findings This paper reveals how a value proposition is created from a sensory marketing perspective, which includes orchestrating the sensory experience, harmonising sensory cues to ensure they provide a consistent experience, thereby providing a memorable experience. Practical implications Understanding how to offer value might assist managers in tailoring a unique experiential value proposition to position the brand. Originality/value This paper proposes a theoretical framework, enriching the understanding of the underlying mechanisms used to create an experiential value proposition. The framework illustrates that harmonising sensory cues based on brand-related stimuli fosters a memorable experience, which enables consumers to (sub)consciously infer value.

Subject headings

SAMHÄLLSVETENSKAP  -- Ekonomi och näringsliv (hsv//swe)

SOCIAL SCIENCES  -- Economics and Business (hsv//eng)

SAMHÄLLSVETENSKAP  -- Ekonomi och näringsliv -- Företagsekonomi (hsv//swe)

SOCIAL SCIENCES  -- Economics and Business -- Business Administration (hsv//eng)

Keyword

Brand-related stimuli

Experiential marketing

Sensory cues

Sensory marketing

Service-dominant logic

Value proposition

Economy

Ekonomi

Publication and Content Type

ref (subject category)

art (subject category)