کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
6545143 | 1421736 | 2017 | 13 صفحه PDF | دانلود رایگان |
عنوان انگلیسی مقاله ISI
Customer value creation in B2B relationships: Sawn timber value chain perspective
دانلود مقاله + سفارش ترجمه
دانلود مقاله ISI انگلیسی
رایگان برای ایرانیان
کلمات کلیدی
موضوعات مرتبط
علوم زیستی و بیوفناوری
علوم کشاورزی و بیولوژیک
علوم زراعت و اصلاح نباتات
پیش نمایش صفحه اول مقاله
![عکس صفحه اول مقاله: Customer value creation in B2B relationships: Sawn timber value chain perspective Customer value creation in B2B relationships: Sawn timber value chain perspective](/preview/png/6545143.png)
چکیده انگلیسی
The ability to facilitate superior customer value creation is critical for firms' long-term success. The topic has been studied extensively in marketing literature, but less consideration has been given to customer orientation and customer value creation in the forestry context. Through 18 qualitative interviews with suppliers and customers in the Finnish sawn timber value chain, sawmills' customer orientation was analyzed. We find that the concept of customer orientation was realized rather narrowly at sawmills and customer orientation appeared as random actions instead of a systematic part of firms' organization culture. Customers' needs are more manifold and extend beyond product characteristics and process efficiency. The main challenge hindering the renewal of product-oriented business models toward service logic and customer orientation seems to be in attitudes and traditions.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Forest Economics - Volume 29, Part B, December 2017, Pages 94-106
Journal: Journal of Forest Economics - Volume 29, Part B, December 2017, Pages 94-106
نویسندگان
Marika Makkonen, Henna Sundqvist-Andberg,