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顾客(本文所说的顾客均指产业市场上的用户)价值归根结底来源于企业(本文所说的企业均指产业市场上的供应商)创造价值的能力。越来越多的管理实践表明,企业能力是衡量其将来价值创造潜力的关键因素,是顾客选择供应商的主要标准。本文将顾客价值与企业能力进行了有机结合,分别从顾客和企业的角度探讨了能力对顾客价值的作用,阐述了不同价值类型生产的特点以及所需的能力类型。本文所提出的有关企业能力与不同价值类型生产的匹配框架对企业如何利用能力为顾客创造价值具有重要的指导意义。
The value of customers (customers referred to in this article refers to the users in the industrial market) is ultimately derived from the ability of the enterprises (both enterprises in this article refer to suppliers in the industrial market) to create value. More and more management practices show that enterprise competence is the key factor to measure its future value creation potential and the main criterion for customer selection of suppliers. In this paper, the relationship between customer value and enterprise capability is organically integrated. The function of capability to customer value is discussed from the perspective of customers and enterprises respectively. The characteristics of different value types of production and the types of capability required are discussed. The matching framework proposed in this paper about how firms use different capabilities and different types of value creates an important guiding role for enterprises in using their capabilities to create value for customers.