Abstract
The business market has been undergoing a paradigmatic change. The rise of the Internet, market fragmentation, and increasing global competition is changing the "value" that business marketers provide. This paradigmatic transformation requires changes in the way companies are organized to create and deliver value to their customers. Business marketers have to continuously increase their contribution to the value chain. If not, value migrates from a given business paradigm (e.g., minicomputers and DEC) to alternate business paradigms (e.g., flexibly manufactured PCs and Dell). This article focuses on ways in which business marketers are creating value in the Internet and digital age. Examples from business marketers are discussed and managerial implications are highlighted.
| Original language | English (US) |
|---|---|
| Pages (from-to) | 391-402 |
| Number of pages | 12 |
| Journal | Industrial Marketing Management |
| Volume | 30 |
| Issue number | 4 |
| DOIs | |
| State | Published - May 1 2001 |
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ASJC Scopus subject areas
- Marketing
Cite this
Value Creation in Markets : A Critical Area of Focus for Business-to-Business Markets. / Sharma, Arun; Krishnan, R.; Grewal, Dhruv.
In: Industrial Marketing Management, Vol. 30, No. 4, 01.05.2001, p. 391-402.Research output: Contribution to journal › Article
}
TY - JOUR
T1 - Value Creation in Markets
T2 - A Critical Area of Focus for Business-to-Business Markets
AU - Sharma, Arun
AU - Krishnan, R.
AU - Grewal, Dhruv
PY - 2001/5/1
Y1 - 2001/5/1
N2 - The business market has been undergoing a paradigmatic change. The rise of the Internet, market fragmentation, and increasing global competition is changing the "value" that business marketers provide. This paradigmatic transformation requires changes in the way companies are organized to create and deliver value to their customers. Business marketers have to continuously increase their contribution to the value chain. If not, value migrates from a given business paradigm (e.g., minicomputers and DEC) to alternate business paradigms (e.g., flexibly manufactured PCs and Dell). This article focuses on ways in which business marketers are creating value in the Internet and digital age. Examples from business marketers are discussed and managerial implications are highlighted.
AB - The business market has been undergoing a paradigmatic change. The rise of the Internet, market fragmentation, and increasing global competition is changing the "value" that business marketers provide. This paradigmatic transformation requires changes in the way companies are organized to create and deliver value to their customers. Business marketers have to continuously increase their contribution to the value chain. If not, value migrates from a given business paradigm (e.g., minicomputers and DEC) to alternate business paradigms (e.g., flexibly manufactured PCs and Dell). This article focuses on ways in which business marketers are creating value in the Internet and digital age. Examples from business marketers are discussed and managerial implications are highlighted.
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UR - http://www.scopus.com/inward/citedby.url?scp=0042403428&partnerID=8YFLogxK
U2 - 10.1016/S0019-8501(01)00153-5
DO - 10.1016/S0019-8501(01)00153-5
M3 - Article
AN - SCOPUS:0042403428
VL - 30
SP - 391
EP - 402
JO - Industrial Marketing Management
JF - Industrial Marketing Management
SN - 0019-8501
IS - 4
ER -