Calculating, creating, and claiming value in business markets: Status and research agenda

Gary L. Lilien; Rajdeep Grewal; Douglas Bowman; Min Ding; Abbie Griffin; V. Kumar; Das Narayandas; Renana Peres; Raji Srinivasan; Qiong Wang

doi:10.1007/s11002-010-9108-z

Calculating, creating, and claiming value in business markets: Status and research agenda

Gary L. Lilien
, Rajdeep Grewal
, Douglas Bowman
, Min Ding
, Abbie Griffin
, V. Kumar
, Das Narayandas
, Renana Peres
, Raji Srinivasan
, Qiong Wang

Research output: Contribution to journal › Article › peer-review

27 Scopus citations

Abstract

A key challenge facing business marketers surrounds developing a deeper understanding of customer needs. We conceptualize that challenge as having three dimensions: calculating, creating, and claiming value. We discuss key problems, new developments and research challenges in each of these three domains and note the desirability for a deeper collaboration between academics and practitioners to address the research challenges.

Original language	English (US)
Pages (from-to)	287-299
Number of pages	13
Journal	Marketing Letters
Volume	21
Issue number	3
DOIs	https://doi.org/10.1007/s11002-010-9108-z
State	Published - 2010

All Science Journal Classification (ASJC) codes

Business and International Management
Economics and Econometrics
Marketing

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10.1007/s11002-010-9108-z

Cite this

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abstract = "A key challenge facing business marketers surrounds developing a deeper understanding of customer needs. We conceptualize that challenge as having three dimensions: calculating, creating, and claiming value. We discuss key problems, new developments and research challenges in each of these three domains and note the desirability for a deeper collaboration between academics and practitioners to address the research challenges.",

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T2 - Status and research agenda

AU - Lilien, Gary L.

AU - Grewal, Rajdeep

AU - Bowman, Douglas

AU - Ding, Min

AU - Griffin, Abbie

AU - Kumar, V.

AU - Narayandas, Das

AU - Peres, Renana

AU - Srinivasan, Raji

AU - Wang, Qiong

PY - 2010

Y1 - 2010

N2 - A key challenge facing business marketers surrounds developing a deeper understanding of customer needs. We conceptualize that challenge as having three dimensions: calculating, creating, and claiming value. We discuss key problems, new developments and research challenges in each of these three domains and note the desirability for a deeper collaboration between academics and practitioners to address the research challenges.

AB - A key challenge facing business marketers surrounds developing a deeper understanding of customer needs. We conceptualize that challenge as having three dimensions: calculating, creating, and claiming value. We discuss key problems, new developments and research challenges in each of these three domains and note the desirability for a deeper collaboration between academics and practitioners to address the research challenges.

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UR - https://www.scopus.com/pages/publications/77954389737#tab=citedBy

U2 - 10.1007/s11002-010-9108-z

DO - 10.1007/s11002-010-9108-z

M3 - Article

AN - SCOPUS:77954389737

SN - 0923-0645

VL - 21

SP - 287

EP - 299

JO - Marketing Letters

JF - Marketing Letters

IS - 3

ER -

Calculating, creating, and claiming value in business markets: Status and research agenda

Abstract

All Science Journal Classification (ASJC) codes

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