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The core-customer c...
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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 ...
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Routledge,2011
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printrdacarrier
Numbers
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LIBRIS-ID:oai:DiVA.org:oru-37982
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https://urn.kb.se/resolve?urn=urn:nbn:se:oru:diva-37982URI
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https://doi.org/10.1080/02642069.2010.511186DOI
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https://lup.lub.lu.se/record/1939573URI
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https://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-122354URI
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https://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-63128URI
Supplementary language notes
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Language:English
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Summary in:English
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Subject category:ref swepub-contenttype
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Subject category:art swepub-publicationtype
Notes
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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.
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Företagsekonomiska institutionenEkonomihögskolan
(creator_code:org_t)
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In:Service Industries Journal: Routledge31:16, s. 2677-26920264-20691743-9507
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