Value Creation in Markets: A Critical Area of Focus for Business-to-Business Markets

Arun Sharma, R. Krishnan, Dhruv Grewal

Research output: Contribution to journalArticle

62 Citations (Scopus)

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 languageEnglish (US)
Pages (from-to)391-402
Number of pages12
JournalIndustrial Marketing Management
Volume30
Issue number4
DOIs
StatePublished - May 1 2001

Fingerprint

Business-to-business market
Value creation
Marketers
World Wide Web
Paradigm
Business value
Business markets
Fragmentation
Global competition
Value chain

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 journalArticle

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