Purpose – The paper seeks to provide a framework identifying key attributes that business marketers can use to build a strong brand identity. Design/methodology/approach – The article is theoretical with case examples. Findings – Drawing upon the business marketing offer, five potential...

Purpose – Increasing pressure to reduce costs and skepticism of promised value‐added are forcing suppliers to produce tangible proof of the monetary value they create for customers. The academic literature on the practical activities related to value‐based selling remains sparse. This...

Einleitung -- Customer Engagement als Forschungsgegenstand -- Customer Engagement - ein theoretisch konzeptioneller Bezugsrahmen -- Untersuchungsmodell und Hypothesen -- Empirische Überprüfung des Untersuchungsmodells -- Zusammenfassung und Diskussion.

Most logistics professionals and academics agree that logistics is an essential function within business. Furthermore, there has been a trend over the last few years to consider logistics as a process that creates value. While the terms value and value‐added have experienced popular usage,...

Purpose – The purpose of this study is to investigate empirically how the determinant attributes of coffee quality, service, food and beverage, and extra benefits influenced customer‐perceived value in the coffee outlet industry. Design/methodology/approach – A self‐administrated...

Purpose – The purpose of this paper is to define the added value of facility management (FM) in general and to develop a typology of facility services based on their added value in the educational environment. Design/methodology/approach – This paper is based on a literature review and first...