A NOVEL FRAMEWORK FOR MODELING VALUE FOR THE CUSTOMER, AN ESSAY ON NEGOTIATION

• Type: Article in International Scientific Journal
• Date: 2012

Authors

SUSANA NICOLA (Author) Other; Eduarda Pinto Ferreira (Author) FEUP; J.J. PINTO FERREIRA (Author) FEUP

Journal

Title: INTERNATIONAL JOURNAL OF INFORMATION TECHNOLOGY & DECISION MAKING

Vol. 11

Pages: 661-703

ISSN: 0219-6220

Indexing

ISI Web of Knowledge - 1 Citation

ISI Web of Science

Scopus - 5 Citations

Scientific classification

FOS: Natural sciences > Mathematics

CORDIS: Physical sciences > Mathematics > Applied mathematics > Operations research ; Social sciences > Economics > Marketing

Other information

Authenticus ID: P-002-AAK

DOI: 10.1142/s0219622012500162

Resumo (PT): This paper proposes a novel framework for modeling the Value for the Customer, the so-called Conceptual Model for Decomposing Value for the Customer (CMDVC). This conceptual model is ̄rst validated through an exploratory case study where the authors validate both the proposed constructs of the model and their relations. In a second step the authors propose a mathematical formulation for the CMDVC as well as a computational method. This has enabled the ̄nal quantitative discussion of how the CMDVC can be applied and used in the enterprise environment, and the ̄nal validation by the people in the enterprise. Along this research, we were able to con ̄rm that the results of this novel quantitative approach to model the Value for the Customer is consistent with the company's empirical experience. The paper further discusses the merits and limitations of this approach, proposing that the model is likely to bring value to support not only the contract preparation at an Ex-Ante Negotiation Phase, as demonstrated, but also along the actual negotiation process, as ̄nally con ̄rmed by an enterprise testimonial.

Abstract (EN): This paper proposes a novel framework for modeling the Value for the Customer, the so-called Conceptual Model for Decomposing Value for the Customer (CMDVC). This conceptual model is first validated through an exploratory case study where the authors validate both the proposed constructs of the model and their relations. In a second step the authors propose a mathematical formulation for the CMDVC as well as a computational method. This has enabled the final quantitative discussion of how the CMDVC can be applied and used in the enterprise environment, and the final validation by the people in the enterprise. Along this research, we were able to con firm that the results of this novel quantitative approach to model the Value for the Customer is consistent with the company's empirical experience. The paper further discusses the merits and limitations of this approach, proposing that the model is likely to bring value to support not only the contract preparation at an Ex-Ante Negotiation Phase, as demonstrated, but also along the actual negotiation process, as finally confirmed by an enterprise testimonial.

Language: English

Type (Professor's evaluation): Scientific

Notes: DOI: 10.1142/S0219622012500162

No. of pages: 43