Value in business and industrial marketing: past, present, and future

Lindgreen, Adam; Hingley, Martin K.; Grant, David B.; Morgan, Robert E.

Abstract

This article offers an overview of research on the ‘value’ that businesses and industrial marketers analyze, create, and deliver. First, value literature (up to and around 2005 and post 2005) is discussed. This review highlights the changes in our notions of value and helps to identify seven areas for consideration that should drive future research: value proposition, relationship form, capabilities management, value metrics, temporal horizon, innovation imperative, and tactical focus. Following this depiction of value analysis, value creation, and value delivery, we present a process model for value orchestration in business and industrial marketing. Three activities collectively form the basis of value orchestration, namely structuring activities, bundling activities, and leveraging of resources.

Citation

Lindgreen, A., Hingley, M. K., Grant, D. B., & Morgan, R. E. (2012). Value in business and industrial marketing: past, present, and future. Industrial marketing management, 41(1), 207-214. https://doi.org/10.1016/j.indmarman.2011.11.025

• Journal Article Type: Article
• Online Publication Date: Dec 15, 2011
• Publication Date: 2012-01
• Deposit Date: Nov 13, 2014
• Journal: Industrial Marketing Management
• Print ISSN: 0019-8501
• Publisher: Elsevier
• Peer Reviewed: Peer Reviewed
• Volume: 41
• Issue: 1
• Pages: 207-214
• DOI: https://doi.org/10.1016/j.indmarman.2011.11.025
• Keywords: Industrial marketing; Relationships; Transactions; Value
• Public URL: https://hull-repository.worktribe.com/output/465659
• Contract Date: Nov 13, 2014