Negotiating customer value
Negotiating customer value
This paper presents a strategic agile framework to help companies providing customer value. It is argued that three stages are responsive strategy, resource-based strategy and a negotiated each stage and highlights the key processes involved. Six stages. The paper concludes that firms must recognise both strategies if they are to negotiate superior customer value.
agile, value, strategy
1845442997
10pp
Readman, Jeff
b99610a6-11c3-413e-8dae-4ae5c1d57307
Squire, Brian
58c04b07-3bf5-45cc-84c8-edddf4f4ecf9
Bessant, John
d76bc1b2-1d96-4206-8bc7-74fe4ad1cce1
Brown, Steve
223fc552-5505-4271-8ec8-5c91d14cdf9c
2003
Readman, Jeff
b99610a6-11c3-413e-8dae-4ae5c1d57307
Squire, Brian
58c04b07-3bf5-45cc-84c8-edddf4f4ecf9
Bessant, John
d76bc1b2-1d96-4206-8bc7-74fe4ad1cce1
Brown, Steve
223fc552-5505-4271-8ec8-5c91d14cdf9c
Readman, Jeff, Squire, Brian, Bessant, John and Brown, Steve
(2003)
Negotiating customer value.
Cagliano, Raffaella, Kalchschmidt, Matteo and Romano, Pietro
(eds.)
In Euroha-Poms Joint International Conference.
Emerald Publishing.
.
Record type:
Conference or Workshop Item
(Paper)
Abstract
This paper presents a strategic agile framework to help companies providing customer value. It is argued that three stages are responsive strategy, resource-based strategy and a negotiated each stage and highlights the key processes involved. Six stages. The paper concludes that firms must recognise both strategies if they are to negotiate superior customer value.
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More information
Published date: 2003
Venue - Dates:
EurOMA-POMS Joint International Conference, , Como, Italy, 2003-06-16 - 2003-06-18
Keywords:
agile, value, strategy
Identifiers
Local EPrints ID: 37175
URI: http://eprints.soton.ac.uk/id/eprint/37175
ISBN: 1845442997
PURE UUID: 79d152c7-dc02-4c14-84bb-e2f594b250dd
Catalogue record
Date deposited: 08 Jun 2007
Last modified: 04 Jan 2024 04:53
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Contributors
Author:
Jeff Readman
Author:
Brian Squire
Author:
John Bessant
Author:
Steve Brown
Editor:
Raffaella Cagliano
Editor:
Matteo Kalchschmidt
Editor:
Pietro Romano
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