17 results on '"Value Proposition"'
Search Results
2. À quel prix faut-il étendre le domaine de la valeur ?
- Author
-
Saives, Anne-Laure
- Abstract
Copyright of Revue Internationale PME is the property of Institue de Recherche sur les PME and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)
- Published
- 2023
- Full Text
- View/download PDF
3. La transformation numérique des détaillants physiques : Comment gérer la transition vers l’expérience client omnicanal?
- Author
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Hombourger-Barès, Sabrina and Barès, Franck
- Subjects
DIGITAL transformation ,DIGITAL technology ,CANADIAN provinces ,CUSTOMER experience ,VALUE proposition - Abstract
Copyright of Management international / International Management / Gestiòn Internacional is the property of Management International and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)
- Published
- 2022
- Full Text
- View/download PDF
4. Taxonomie des configurations de capacités marketing complémentaires au sein des PME.
- Author
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Massiéra, Philippe and Trinchera, Laura
- Subjects
ECONOMIC uncertainty ,MARKETING strategy ,VALUE proposition ,MARKETING ,MARKETING research ,MARKETING management - Abstract
Copyright of Management international / International Management / Gestiòn Internacional is the property of Management International and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)
- Published
- 2022
- Full Text
- View/download PDF
5. Les détaillants face au défi du commerce connecté: Une étude multisectorielle.
- Author
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Bressolles, Grégory and Viot, Catherine
- Subjects
FRENCH-Canadians ,DIGITAL technology ,VALUE proposition ,ORGANIZATIONAL change ,LOGISTICS - Abstract
Copyright of Management international / International Management / Gestiòn Internacional is the property of Management International and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)
- Published
- 2021
- Full Text
- View/download PDF
6. Le rôle stratégique du chef prescripteur dans le tourisme gastronomique: le cas des produits locaux.
- Author
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Salvador, Marielle and Gandia, Romain
- Abstract
Copyright of Recherches en Sciences de Gestion is the property of ISEOR and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)
- Published
- 2020
- Full Text
- View/download PDF
7. La forme logique et la possibilité de la représentation. Réévaluations de la théorie de la vérité dans le Tractatus Logico-Philosophicus.
- Author
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STAN, Gerard
- Subjects
VALUE proposition ,LETTERS ,PHILOSOPHERS ,SEMANTICS - Abstract
Among epistemologists, the theory of truth constructed by Wittgenstein in Tractatus Logico-Philosophicus is one of the most successful versions of the correspondence theory of truth; the reason is that the Tractatus theory proposes a convincing analysis of the correspondence relation. The intention of this investigation is to reevaluate this theory from Tractatus by re-examining and reinterpreting the idea of the state of facts. Starting from some Wittgensteinian fragments, I will try to argue that the facts cannot be understood as fragments of the external world, but rather as representations with a lower degree of generality and abstraction than that of propositions. Wittgenstein does not construct in Tractatus an epistemic theory of truth, but only sets out the semantic conditions a proposition must fulfil in order to receive the attribute of "true". Moreover, by completing his semantics with an ersatz world, the philosopher departs considerably from the real world, from the world described by the sciences of nature. In this context, the epistemic value of a proposition called «true» becomes irrelevant. [ABSTRACT FROM AUTHOR]
- Published
- 2020
8. Le pouvoir des petites idées.
- Author
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Robertson, David and Lineback, Kent
- Subjects
INNOVATION management ,NEW product development ,TECHNOLOGICAL innovations ,INNOVATIONS in business ,VALUE proposition ,STRATEGIC planning - Published
- 2018
9. Négocier avec des clients difficiles.
- Author
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Reilly, Steve
- Subjects
BUSINESS negotiation ,SELLING ,BARGAINING power ,CUSTOMER relations ,VALUE proposition - Published
- 2017
10. La pluriactivité agricole sous l'angle des business models
- Author
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Chaillard, Marine, Foued, Cheriet, Djouak, Amar, Ceriani, Clarisse, and SCHLEICH, Jean-Walter
- Subjects
farm pluriactivity ,Nord-Pas de Calais ,Business Models ,système d’activité ,activity system ,proposition de valeur ,value proposition ,[SHS] Humanities and Social Sciences ,pluriactivité agricole ,[SHS.ECO] Humanities and Social Sciences/Economics and Finance ,[SHS.GESTION] Humanities and Social Sciences/Business administration - Abstract
New agricultural business models are emerging due to recent changes in agriculture. Farm pluriactivity implies both the management of a farm and a professional activity outside the farm. Because of the constraints associated with the management of two activities, the viability of this type of system is questionable. An analysis of 13 case studies of pluriactive farmers in the Nord-Pas de Calais region using a "Business Model" approach allowed to identify characteristics of activities, resources, income fl ows and value propositions of these pluriactivities. A typology based on the value proposition allowed to distinguish 4 types of Business Models of agricultural pluriactivity according to the positive externalities created., De nouveaux business models agricoles émergent du fait des mutations du monde agricole. La pluriactivité agricole implique en parallèle la gestion d’une exploitation et d’une activité professionnelle en dehors de cette dernière. Du fait des contraintes associées à la gestion de deux activités, la viabilité de ce type de système questionne. Une analyse par une approche « Business Model » de 13 études de cas d’agriculteurs pluriactifs du Nord-Pas de Calais a permis d’identifier les caractéristiques des activités, les ressources, les flux de revenus et les propositions de valeur de ces pluriactivités. Une typologie par la proposition de valeur a permis de distinguer 4 types de Business Models de pluriactivité agricole qui répondent à des externalités positives créées.
- Published
- 2022
11. Vendre au-dessus et en dessous de la ligne.
- Author
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Miller, William "Skip"
- Subjects
SELLING ,SENIOR leadership teams ,SALES prospecting ,PURCHASING agents ,VALUE proposition ,SALES presentations ,CLOSING the sale ,SALES calls ,ATTITUDE (Psychology) - Published
- 2015
12. COMMENT VOGO RÉINVENTE L'ÉVÉNEMENTIEL.
- Author
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Le Boulch, Éric
- Subjects
SMARTPHONES ,VALUE proposition ,TRADE shows ,5G networks - Abstract
The article reports that sportech Vogo allows everyone via smartphone to watch a live from the angle of choice and event was already registering, before the health crisis, a drop gauges and digital competition. It mentions value proposition face-to-face must be revisited, and this, for trade shows, congresses, seminars but also cultural events or sports. It also mentions Vogo had implemented its solution on an Orange 5G network in order to broadcast the matches.
- Published
- 2021
13. Value propositions of tourism intermediaries
- Author
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Marghobi, Erfan, Groupe de Recherche Angevin en Economie et Management (GRANEM), Université d'Angers (UA)-AGROCAMPUS OUEST-Institut National de l'Horticulture et du Paysage, Université d'Angers, Cécile Clergeau, Université d'Angers (UA)-AGROCAMPUS OUEST, Institut national d'enseignement supérieur pour l'agriculture, l'alimentation et l'environnement (Institut Agro)-Institut national d'enseignement supérieur pour l'agriculture, l'alimentation et l'environnement (Institut Agro)-Institut National de l'Horticulture et du Paysage, Institut National de l'Horticulture et du Paysage-AGROCAMPUS OUEST, and Institut national d'enseignement supérieur pour l'agriculture, l'alimentation et l'environnement (Institut Agro)-Institut national d'enseignement supérieur pour l'agriculture, l'alimentation et l'environnement (Institut Agro)-Université d'Angers (UA)
- Subjects
Internet ,Tic ,Tourism intermediary ,Value proposition ,Proposition de valeur ,Ict ,[SHS.GESTION]Humanities and Social Sciences/Business administration ,Intermédiaire touristique - Abstract
Information and communication technology (ICT) radically affects the tourism industry by overturning its production and distribution vertical value chain. Direct exchange between tourist and suppliers is the beginning of a new era. ICT has also given the opportunity to many new players to introduce themselves into tourism market. From now on, travel agencies and tour operators are not the only ones able to connect supply with demand. Internet has also contributed in changing the tourist’s demands and activities. Tourism is no longer limited to a mass product. The tourism intermediaries must evolve in a less favourable environment. The question is about their place and value creation in the industry. A literature review allows us to understand that the tourism intermediary is present to overcome market’s imperfections and propose value through the following functions: informational, expertise, assurance, economic, innovation and networking. If this literature review shows that the intermediation functions are value creators, it does not necessarily claims that all functions are always carriers of value creation. Therefore, we analyse the intermediaries’ value propositions by trying to find the functions they perceive as being important to cope with tourism evolution. Consequently, we will complete our theoretical analysis with an empirical observation to identify the functions on which the intermediaries rely the most to face the evolution of the tourist market. By means of statistical analysis of our semi-structured interviews, we show in particular that: the expertise and assurance are the most important value propositions of tourism intermediaries; tour operators take less financial risks except for owning a competition-free offer. Furthermore, specialisation and destination management are revealed as strategic choices.; Les technologies de l’information et de la communication (TIC) bouleversent radicalement le secteur touristique en renversant la chaîne de valeur verticale de mise en place et de distribution d’offres touristiques. Le changement s’est fait sentir via la vente directe des fournisseurs mais cela ne fut que le début d’une nouvelle période. Les TIC ont donné l’opportunité à de nouveaux acteurs de s’introduire dans le secteur, l’agence de voyage et le tour-opérateur ne sont plus seuls à relier l’offre à la demande. Internet a également participé à l’évolution des demandes du touriste et de ses pratiques. Le tourisme ne se résume plus seulement à un produit de masse, les intermédiaires traditionnels doivent évoluer dans un contexte moins favorable. La question de leur place et de leur création de valeur est légitimement posée. Une revue de la littérature nous permet de comprendre que les intermédiaires touristiques y sont actifs pour pallier les imperfections du secteur et proposer la valeur à travers les fonctions informationnelle, d’expertise, assurantielle, économique, innovatrice et de mise en réseau. Si la revue de la littérature montre que ce sont bien les fonctions de l’intermédiation qui sont créatrices de valeur, elle ne prétend pas qu’elles sont toutes porteuses de création de valeur. Une observation empirique permet d’identifier les fonctions sur lesquelles misent les intermédiaires pour faire face à l’évolution du marché touristique. L’analyse statistique de nos entretiens semi-directifs montre que l’expertise et l’assurance sont les plus importantes propositions de valeur des intermédiaires du tourisme et que les tour-opérateurs prennent moins de risques financiers à moins de disposer d’une offre sans concurrence. Aussi, la spécialisation et le management du réseau d’agences réceptives se présentent comme des choix stratégiques.
- Published
- 2016
14. How store design contributes to the evolution of retail brand positioning : a longitudinal case study
- Author
-
Hombourger-Barès , Sabrina, Centre de Recherche en Gestion des Organisations ( CReGO ), Université de Franche-Comté ( UFC ) -Université de Bourgogne ( UB ), Université de Bourgogne, Marc Filser, Centre de Recherche en Gestion des Organisations (EA 7317) (CREGO), Université de Franche-Comté (UFC), Université Bourgogne Franche-Comté [COMUE] (UBFC)-Université Bourgogne Franche-Comté [COMUE] (UBFC)-Université de Bourgogne (UB)-Université de Haute-Alsace (UHA) Mulhouse - Colmar (Université de Haute-Alsace (UHA))-Université Bourgogne Franche-Comté [COMUE] (UBFC), Centre de Recherche en Gestion des Organisations [Dijon] (CREGO), Université Bourgogne Franche-Comté [COMUE] (UBFC)-Université de Haute-Alsace (UHA) Mulhouse - Colmar (Université de Haute-Alsace (UHA))-Université de Bourgogne (UB)-Université de Franche-Comté (UFC), and Université Bourgogne Franche-Comté [COMUE] (UBFC)
- Subjects
In-store experience ,Store design ,Value proposition ,Design de l’espace de vente ,Longitudinal study of embedded cases ,Étude longitudinale de cas enchâssés ,Brand store (re)positioning ,Co-création de valeur ,Co-creation of value ,Proposition de valeur ,(re)positionnement de l’enseigne ,Expérience en magasin ,[SHS.GESTION]Humanities and Social Sciences/Business administration ,Gestion du commerce de détail ,[ SHS.GESTION ] Humanities and Social Sciences/Business administration ,Retailing management - Abstract
One of the innovative ways favoured by retailers to drive change in their value proposition is to review the design of their stores. Academic contributions to the in-store experience have mostly focused on consumer perspective and identifying relevant managerial practices. The core of this research studies how repositioning a retail brand translates into the experiential design of retail spaces. To this end, the research follows the repositioning process from a managerial perspective and updates the mechanisms that underlie it. The longitudinal study of embedded cases reveals the importance of an holistic design that takes into account the desired interactions between the shopper and the store. The analysis shows the four overlapping phases of the store’s life cycle, and breaks down the process into six dimensions, each with its own events and issues. The six dimensions are vision, plotline, action, decor, assessment and coproduction.The entrepreneurial vision of the leader is the cornerstone of the whole innovation process. The value proposition is embodied by three components, namely plotline, action and decor. For each of the five stages of the shopper’s journey, elements of the decor are implemented to relay or reinforce the desired action. These are mechanisms or devices meant to stimulate the shopper’s experiential system. The assessment, which involves measuring the perceived and experienced positioning, helps to adjust the value proposition in terms of four levels of consistency and flexibility of design. Finally, the coproduction of store design between different stakeholders can cause a co-destruction of value, whether intentional or accidental.; L’une des voies d’innovation plébiscitées par les détaillants pour orchestrer l’évolution de leur proposition de valeur consiste à réviser le design des espaces de vente. Les contributions académiques sur l’expérience en magasin se sont concentrées sur les perceptions des consommateurs ainsi que sur le repérage de pratiques managériales significatives. En prenant pour objet la traduction du repositionnement d’une enseigne par le design expérientiel des espaces de vente, la thèse propose de suivre le processus au cœur même du marché et de mettre à jour les mécanismes qui le sous-tendent. La conduite d’une étude longitudinale de cas enchâssés dévoile une conception holistique, basée sur l’interaction souhaitée du chaland avec le magasin. L’analyse relate l’enchâssement des quatre phases du cycle de vie et permet de recenser pour chaque phase les événements et problématiques associés aux six dimensions du processus. La thèse établit le rôle prégnant de la vision entrepreneuriale du dirigeant, clé de voûte de l’innovation. La proposition de valeur se matérialise par trois composantes gigognes que sont l’intrigue, l’action et le décor. Pour chacune des cinq étapes du parcours-client, des éléments de décor sont implantés pour relayer ou renforcer l’action souhaitée. Ces éléments constituent des mécanismes ou dispositifs destinés à stimuler le système expérientiel du chaland. L’évaluation, qui porte sur la mesure du positionnement perçu et vécu, contribue à ajuster la proposition de valeur au regard de quatre niveaux de cohérence et de la flexibilité du design. Enfin, les logiques de coproduction occasionnent une possible co-destruction de valeur, intentionnelle ou accidentelle.
- Published
- 2014
15. Ancrer une proposition de valeur dans la simplicité : Le cas d'un site web marchand
- Author
-
Raïes, Karine, Helme-Guizon, Agnès, emlyon business school, and business school, emlyon
- Subjects
gestion de la relation client ,réseaux sociaux ,proposition de valeur ,value proposition ,e-commerce ,[SHS.GESTION]Humanities and Social Sciences/Business administration ,social network ,[SHS.ECO] Humanities and Social Sciences/Economics and Finance ,[SHS.GESTION] Humanities and Social Sciences/Business administration ,simplicité ,simplicity ,[SHS.ECO]Humanities and Social Sciences/Economics and Finance - Abstract
International audience; Dans un environnement où les marchands du Web rivalisent d'idées toutes aussi complexes les unes que les autres afin d'attirer toujours plus de clients, cet article se propose de stimuler la réflexion autour du concept de simplicité en tant qu'approche marketing cohérente. Ainsi, au travers de la présentation du cas Archiduchesse.com, spécialiste de la vente de chaussettes en ligne, il analyse l'articulation des éléments de la proposition de valeur (offre commerciale et interface Web) de ce Web marchand ancrés dans la simplicité, soutenue par une politique de relation client transparente et participative.In an environment where most Web merchants are competing on more and more complex responses to attract more and more customers, this article aims at stimulating thinking around simplicity conceived as a consistent marketing approach. Thus, through the Archiduchesse.com case study, an online socks and tights specialist, it analyses how some elements of the value proposition (commercial offer and Web interface) of this online merchant are anchored into simplicity and supported by a transparent and participative customer relationship policy.
- Published
- 2014
16. How store design contributes to the evolution of retail brand positioning : a longitudinal case study
- Author
-
Hombourger-Barès, Sabrina and STAR, ABES
- Subjects
In-store experience ,Store design ,Value proposition ,Design de l’espace de vente ,Longitudinal study of embedded cases ,Étude longitudinale de cas enchâssés ,Brand store (re)positioning ,Co-création de valeur ,Co-creation of value ,Proposition de valeur ,(re)positionnement de l’enseigne ,Expérience en magasin ,Gestion du commerce de détail ,[SHS.GESTION] Humanities and Social Sciences/Business administration ,Retailing management - Abstract
One of the innovative ways favoured by retailers to drive change in their value proposition is to review the design of their stores. Academic contributions to the in-store experience have mostly focused on consumer perspective and identifying relevant managerial practices. The core of this research studies how repositioning a retail brand translates into the experiential design of retail spaces. To this end, the research follows the repositioning process from a managerial perspective and updates the mechanisms that underlie it. The longitudinal study of embedded cases reveals the importance of an holistic design that takes into account the desired interactions between the shopper and the store. The analysis shows the four overlapping phases of the store’s life cycle, and breaks down the process into six dimensions, each with its own events and issues. The six dimensions are vision, plotline, action, decor, assessment and coproduction.The entrepreneurial vision of the leader is the cornerstone of the whole innovation process. The value proposition is embodied by three components, namely plotline, action and decor. For each of the five stages of the shopper’s journey, elements of the decor are implemented to relay or reinforce the desired action. These are mechanisms or devices meant to stimulate the shopper’s experiential system. The assessment, which involves measuring the perceived and experienced positioning, helps to adjust the value proposition in terms of four levels of consistency and flexibility of design. Finally, the coproduction of store design between different stakeholders can cause a co-destruction of value, whether intentional or accidental., L’une des voies d’innovation plébiscitées par les détaillants pour orchestrer l’évolution de leur proposition de valeur consiste à réviser le design des espaces de vente. Les contributions académiques sur l’expérience en magasin se sont concentrées sur les perceptions des consommateurs ainsi que sur le repérage de pratiques managériales significatives. En prenant pour objet la traduction du repositionnement d’une enseigne par le design expérientiel des espaces de vente, la thèse propose de suivre le processus au cœur même du marché et de mettre à jour les mécanismes qui le sous-tendent. La conduite d’une étude longitudinale de cas enchâssés dévoile une conception holistique, basée sur l’interaction souhaitée du chaland avec le magasin. L’analyse relate l’enchâssement des quatre phases du cycle de vie et permet de recenser pour chaque phase les événements et problématiques associés aux six dimensions du processus. La thèse établit le rôle prégnant de la vision entrepreneuriale du dirigeant, clé de voûte de l’innovation. La proposition de valeur se matérialise par trois composantes gigognes que sont l’intrigue, l’action et le décor. Pour chacune des cinq étapes du parcours-client, des éléments de décor sont implantés pour relayer ou renforcer l’action souhaitée. Ces éléments constituent des mécanismes ou dispositifs destinés à stimuler le système expérientiel du chaland. L’évaluation, qui porte sur la mesure du positionnement perçu et vécu, contribue à ajuster la proposition de valeur au regard de quatre niveaux de cohérence et de la flexibilité du design. Enfin, les logiques de coproduction occasionnent une possible co-destruction de valeur, intentionnelle ou accidentelle.
- Published
- 2014
17. Customer-Integrated Business Models: A Theoretical Framework
- Author
-
Loïc Plé, Xavier Lecocq, J. Angot, Legrand, Annette, UMR CNRS 8179, and Centre National de la Recherche Scientifique (CNRS)-Université de Lille, Sciences et Technologies
- Subjects
Voice of the customer ,Customer retention ,Strategy and Management ,Value proposition ,Customer lifetime value ,Business models ,General Business, Management and Accounting ,Customer advocacy ,Customer reference program ,[SHS.GESTION]Humanities and Social Sciences/Business administration ,customer's organizational socialization ,Business ,Marketing ,Customer intelligence ,Customer to customer ,customer’s organizational socialization ,Customer-Integrated Business models ,[SHS.GESTION] Humanities and Social Sciences/Business administration ,Industrial organization ,Customer participation - Abstract
Over the last few years, firms have involved their customers increasingly in different goods- and services-related processes (design, production, delivery, etc.). A corollary of this trend towards increasing integration of the customer has been new organizational choices aimed at generating higher margins, either by increasing revenues or by reducing costs. In other words, thinking about the ways in which the customer can and should be mobilized has mirrored fundamental changes in business models (BMs). However, the academic literature on the BM concept has remained relatively scarce so far (Demil & Lecocq, 2008). In particular, it seems that no study has thus far tackled the issue of customer participation in the BM. Customer participation has been the focus of much research in the field of services marketing and management. This literature considers the customer as an active player, going beyond traditional perspectives of the customer as a mere buyer Still, the customer’s impact on the firm’s ability to generate revenues, and thus on the firm’s BM, remains unknown. This paper aims to provide a theoretical framework for the way in which firms can and should integrate their customers into their BM. Combining BM and customer participation literatures, we develop a theoretical framework for what we label the “Customer-Integrated Business Model” (CIBM), a generic BM based on customer participation. Our model relies on the RCOV (Resources and Competences, Organization, Value Proposition) of Demil & Lecocq, 2010. In a CIBM, the customer is considered as a resource. This has significant consequences, both on the two other components (Value Proposition and Organization) and on the interrelations between the three parts of the model. We exemplify this theoretical framework with two case studies based on secondary data. We conclude by addressing the potential limitations of CIBM.
- Published
- 2009
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