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Nirmalya Kumar
Value Merchants
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Table of Contents
PREFACE
ACKNOWLEDGMENTS
ONE Value Merchants
Customer Value Management: A Progressive, Practical Approach
“Green” Money Versus “Gray” Money
Demonstrating and Documenting Superior Value
How Customer Value Management Leads to Success
Enhancing Business Performance with Customer Value Management
Sonoco: Achieving Superior Business Performance
Promoting a Value-Driven philosophy to Business Markets
Overview of the Book: The Path to Superior Business Profitability
TWO Conceptualize Value
Defining Customer Value in Business Markets
Conceptualizing Customer Value in Business Markets
Conceptualizing Customer Value to Guide Its Assessment in Practice
The Fundamental Value Equation
The Customer’s Knowledge of Value
Points of Difference, Parity, and Contention
The Three Kinds of Customer Value Propositions
A// Benefits
Favorable Points of Difference
Resonating Focus
Customer Value Propositions and Superior Business Performance
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