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1 |
Understanding and managing customer value propositions: Introduction to the special issue
شناخت و مدیریت گزاره های ارزش مشتری: آشنایی با شماره ویژه-2020 Customer value propositions have experienced a growing interest among marketing scholars and managers in
recent years. Despite its frequent mention in the business and academic press, the value proposition concept
remains poorly understood and executed. This article introduces the reader to the special issue of Industrial
Marketing Management on understanding and managing customer value propositions. The special issue combines
five original research articles with four commentaries by though‑leading scholars and practitioners that together
shed light on the origins and current use of the value proposition concept and also identify future research
directions for improving our conceptual understanding and practical use of this pivotal concept in business
markets. Keywords: Customer value proposition | Indigenous construct | Special issue |
مقاله انگلیسی |
2 |
Effects of Cashless Economy Policy on financial inclusion in Nigeria: An exploratory study
اثر سیاست اقتصاد cashless در شمول مالی در نیجریه: مطالعه اکتشافی-2015 Empirical studies about Financial inclusion remain vital, especially in developing countries like Nigeria, where little
research studies have been conducted since the introduction of the Cashless economy policy. Review of relevant literatures
reveals lack of comprehensive empirical research regarding the relationship between the Cashless economy policy and
financial inclusion in Nigeria. In this study, results showed that Awareness, Consumer/User Value Proposition, and
Infrastructure were found to have strong significant relationship with Financial Inclusion while Business Model of Financial
Service Providers did not show any significant relationship with Financial Inclusion.
Keywords: Cashless Economy Policy; financial inclusion; electronic payment; payment infrastructure; awareness; customer value proposition;
business model.
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مقاله انگلیسی |
3 |
Customer value propositions as interorganizational management accounting to support customer collaboration
گزاره ارزش مشتری به عنوان حسابداری مدیریت سازمانی برای حمایت از همکاری مشتری-2015 New technology-based firms aim to create commercially successful products and services based on new
technology. For example a startup company may be founded to commercialize a particular technology developed
by a university. One of the key challenges is to identify which products and services are valuable for customers.
However, the relevant knowledge is typically dispersed across the technology firm and potential customers.
This study explores how, in this context, interorganizational management accounting may support companies
to collaborate and integrate knowledge. First, drawing on business marketing literature, a customer value
proposition is conceptualized as a form of interorganizational management accounting. Second, several case
studies demonstrate how calculations of customer value were made by new technology-based firms, and they
show that these firms had implemented particular offering changes that were informed by specific insights obtained
from their calculations of customer value. Third, the study offers a theoretical lens for understanding the
potential role of customer value propositions as integrating devices for managing knowledge across boundaries.
Keywords:
Technology commercialization
New technology-based firm
Customer value proposition
Customer collaboration
Monetary quantification |
مقاله انگلیسی |