Description: Value Merchants : Demonstrating and Documenting Superior Value in Business Markets, Hardcover by Anderson, James C.; Kumar, Nirmalya; Narus, James A., ISBN 1422103358, ISBN-13 9781422103357, Used Good Condition, Free shipping in the US Anderson (Northwestern University), Kumar (London Business School), and Narus (Wake Forest University) explain the customer value management approach to demonstrating and documenting in monetary terms the superior value that a supplier's offerings deliver to customers. Case examples illustrate how companies have formulated their value propositions, persuasively substantiated value propositions to customers, tailored market offerings, and profited in the long-term. Annotation ©2008 Book News, Inc., Portland, OR ()
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Book Title: Value Merchants : Demonstrating and Documenting Superior Value in Business Markets
Number of Pages: 240 Pages
Language: English
Publisher: Harvard Business Review Press
Item Height: 0.9 in
Topic: Purchasing & Buying, Marketing / Industrial, Sales & Selling / General, Advertising & Promotion
Publication Year: 2007
Illustrator: Yes
Genre: Business & Economics
Item Weight: 0 Oz
Author: Nirmalya Kumar, James C. Anderson Jr., James A. Narus, James C. Anderson
Item Length: 9.6 in
Item Width: 7.4 in
Format: Hardcover
