Dissertations / Theses on the topic 'Value proposition for consumers'
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Stevens, Ana. "Options for developing a new mid micron value proposition for consumers." Lincoln University, 2007. http://hdl.handle.net/10182/364.
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The research for this thesis "Options for Developing a New Mid Micron Value Proposition for Consumers", is a part of a larger "New Mid Micron Products" project initiated by Mid Micron New Zealand Inc with the key goal of turning the Mid Micron Sector into a more vibrant and profitable one. The motivation for the project can be found in the dramatic fall in demand for New Zealand Mid Micron wool over the past decade. Two dominant causes for the fall in demand for Mid Micron wool were identified: the substandard skin comfort of final products made from Mid Micron wool, and a problem with the structure of the Mid Micron Sector. These problems are addressed in the "New Mid Micron Products" project that combines new product development and new marketing initiatives. Product development involved the use of new spinning technology to improve skin comfort quality and develop new products that are softer and prickle free. The aim is to extract more value for woolgrowers by having the wool converted into a higher value product. The new marketing initiatives, which were identified in this thesis research, Focusing On New Market Segments via E-Commerce and Reconfiguring The Value Chain, and concentrate on the operational issues of capturing the value from the newly developed Mid Micron products. Taking into account the nature of the overall Mid Micron Project and type of developed products, this research identified the Operational Excellence and Product Leadership models as alternative routes to develop a new Mid Micron Value Proposition for consumers. Operational Excellence, and the associated Cost Leadership strategy, is a low capital investment option, while Product Leadership and the associated Differentiation strategy is a high capital investment option. The models' principles and their elements, products, price and delivery to market, are evaluated in the context of the Mid Micron Business.
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Persson, Ridell Oscar. "Who is the Active Consumer? : Insight into Contemporary Innovation and Marketing Practices." Doctoral thesis, Uppsala universitet, Företagsekonomiska institutionen, 2013. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-198751.
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There are consumers who engage in innovation and who cocreate value together with other consumers, and with producers, in relation to products. This thesis has the purpose of exploring the nature of this ‘active consumer’ from a firm perspective, and thereby providing an answer to the thesis-level research question: ‘What are the implications of the active consumer on innovation and marketing practices?’ Four papers, drawing on research in the fields of consumer innovation and value cocreation, are presented that contain findings about the knowledge of the active consumer (Paper I), support (Paper II) and management (Paper III) of the active consumer, and challenges with the active consumer (Paper IV). The papers rest on two research efforts: a study of the video game industry that includes an investigation of a game developer and a netnography of its consumer community and a study of the entire development of a customer loyalty card by a leading grocery retailer. The insights into the active consumer gained from the four papers are analyzed against the thesis-level research question using an explanatory lens that is developed through the notion of practice, rendering a discussion about the implications of the active consumer on the scripts of innovation and marketing practices. The thesis is concluded with a discussion of its contributions and implications for innovation and marketing scholars and managers.
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Larsson, Marcus. "Enhancing the Value Proposition of Live Esports Consumption with AI Technology." Thesis, KTH, Industriell Marknadsföring och Entreprenörskap, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-230115.
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When a company includes a new technology or innovation into their value proposition, customers may perceive it as an enhancement or deterioration. This phenomenon was explored in this study with a case study of a present case in the esports industry. Research have shown that AI (Artificial Intelligence) technology can be used to predict which team is going to win in a match in the esports game DotA 2. A prototype AI called Znipe Sense was developed and analyzed during this study to answer the question: How can a predictive AI affect the value proposition of live esports consumption? Znipe Sense was included into Znipe Esports’ value proposition during a tournament in February 2018. It was observed that Znipe Sense could predict outcomes of professional matches with a higher accuracy than human experts. The observations of Znipe Sense, an interview with experienced players, interviews with business professionals and internal company documents were used as empirical material for the analysis. How Znipe Sense affected the value proposition was analyzed through the factors: Performance, Ease-of-use, Reliability, Flexibility and Affectivity, also known as the PERFA framework. It was concluded that a predictive AI can enhance the value proposition of live esports consumption through the Performance and Ease-of-use factors, and it would not affect the value proposition through Reliability or Flexibility. However, in the analysis of the Affectivity factor it was identified that there is a risk related to negative effects of gambling addiction that could deteriorate the value proposition.När ett företag inkluderar en ny teknik eller innovation i sitt värdeerbjudande kan kunderna uppleva det som en förbättring eller försämring. Detta fenomen undersöktes i denna studie med en fallstudie av ett aktuellt fall i esportsindustrin. Forskning har visat att AI (Artificiell Intelligens) teknik kan användas för att förutsäga vilket lag som kommer att vinna i en match i esports spelet DotA 2. En AI prototyp, Znipe Sense, utvecklades och analyserades under denna studie för att svara på frågan: Hur kan ett prediktivt AI påverka värdeerbjudandet av live esports konsumtion? Znipe Sense inkluderades i Znipe Esports värdeerbjudande under en turnering i februari 2018. Det observerades att Znipe Sense var bättre än mänskliga experter på att förutse det vinnande laget i professionella matcher. Observationerna av Znipe Sense, en intervju med erfarna spelare, intervjuer med affärsfolk och interna företagsdokument användes som empiriskt material. Hur Znipe Sense påverkade värdeerbjudandet analyserades genom faktorerna: ”Performance”, ”Ease-of-use”, ”Reliability”, ”Flexibility” och ”Affectivity”, även känt som PERFA-ramverket. Slutsatsen visar på att ett prediktivt AI kan öka värdeerbjudandet av live esports konsumtion genom Performance och Ease- of-use faktorerna, och att värdeerbjudandet inte skulle påverkas genom Reliability och Flexibility. I analysen av Affectivity-faktorn identifierades emellertid att det finns en risk i relaterat till negativa effekter av spelberoende som kan försämra värdeerbjudandet.
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Bezerra, Francineide de Morais. "The value perceived by the consumer: proposition and test an evaluation model in the soft drinks market." Universidade Federal do CearÃ, 2005. http://www.teses.ufc.br/tde_busca/arquivo.php?codArquivo=3631.
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This essay focus on the development and implementation of a model to evaluate consumer perceived value. Initially, itâs discussed the perceived value concept, its importance under strategy and marketing perspectives and its relation to price and quality. The model is presented, considering each step to be followed: perceived quality study of brands in the market; consumerâs perceptions of competitorâs prices; and the value map development, defined considering the relation quality/price for each brand in the market. The model applicability was tested in a soft drink category study in Fortaleza market, based in a survey with 400 consumers. The application shows that the model, built under consumerâs point of view, can provide a descriptive panel of competitorâs positions and relevant information to be used in market diagnoses. The information and the descriptive panel mentioned can be useful, not only in strategic analyses, but also in price formulations.Esta dissertaÃÃo està centrada no desenvolvimento e utilizaÃÃo de um modelo para a avaliaÃÃo do valor percebido pelos consumidores. Inicialmente, à discutido o conceito de valor percebido, sua importÃncia sob as perspectivas estratÃgicas e mercadolÃgicas e sua relaÃÃo com o preÃo e a qualidade. O modelo à apresentado a partir da descriÃÃo dos passos necessÃrios para sua aplicaÃÃo: o estudo da qualidade percebida de cada marca; o levantamento das percepÃÃes dos consumidores com relaÃÃo aos preÃos dos concorrentes; e o desenho do mapa de valor, que à traÃado a partir das relaÃÃes qualidade/preÃo definidas para cada marca do mercado. A aplicabilidade do modelo foi testada atravÃs de um estudo da categoria de refrigerantes no mercado de Fortaleza, que envolveu uma pesquisa do tipo survey junto a 400 consumidores. Verificou-se que o modelo fornece um quadro descritivo dos posicionamentos mercadolÃgicos dos concorrentes e outras informaÃÃes relevantes para o diagnÃstico de mercado, considerado sob a Ãptica dos consumidores. As informaÃÃes e o quadro descritivo citados podem ser utilizados para anÃlises e formulaÃÃes estratÃgicas e para a formaÃÃo de preÃos.
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Beneke, Justin Henley. "The development of a consumer value proposition for private label brands and its application in a South African context." Thesis, Heriot-Watt University, 2014. http://hdl.handle.net/10399/2736.
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Private label brands are of strategic importance to retailers worldwide. However, there is a dearth of knowledge, particularly in emerging markets such as South Africa, as to the manner in which consumers cognitively assess these brands. This impacts on the development and marketing strategies adopted by such retailers. At the heart of the issue is a gap in knowledge as to how consumers formulate a value proposition in their minds and the effect of loyalty to existing brands in this respect. This thesis assumes a positivist, hypothetico-deductive approach by attempting to address the question: What are the key drivers of perceived value of private label branded breakfast cereals, taking price, perceived risk and perceived quality into account? Moreover, the study ponders how various attributes of brand image contribute to the perception of such brands and the extent to which loyalty to established national brands inhibits purchasing intent of private label merchandise. A conceptual model, encapsulating the above constructs, was developed to map these influences. The model was then examined using Partial Least Squares linear regression. Preceding the full-scale main study of 482 respondents, a smaller scale pilot study of 152 respondents was implemented to verify the basic theory and methodology. A validation study, thereafter, supplemented the findings by subjecting the quantitative results to a panel of twelve academic and industry experts. This qualitative dimension to the research provided elementary triangulation in order to solidify the results. The outcome reflects that consumers do indeed take cognisance of value through price, risk and quality cues, but that loyalty to national brands has little to no effect on the final component of the psychological process conceptualised. Furthermore, both in- and out-ofstore influences were found to play a significant role in the determination of product quality. The implications suggest that, whilst customers appear mildly satisfied with the private label breakfast cereal under consideration, further improvements across the board are recommended. Inter alia, these include optimising packaging and shelf placement to create a positive impression within the store environment, enhancing the quality of the product content and stimulating trial thereof, providing reassurances to customers through moneyback guarantees, ensuring the price differential is substantial enough to merit brand switching in favour of private labels, and consistently evolving the product suite so as to ensure it stays relevant and enticing to shoppers.
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Bui, Ngoc Nhu Nguyet. "Proposition d'un modèle explicatif de la consommation socialement responsable : une application portant sur les consommatrices vietnamiennes." Thesis, Université Grenoble Alpes (ComUE), 2015. http://www.theses.fr/2015GREAG011.
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Les consommateurs veulent, grâce à leur consommation, éliminer tout effet négatif et maximiser l'impact bénéfique à long terme sur la Société. Ce type de consommer est appelé la consommation socialement responsable. Des recherches sur ce concept ont été menées dans les pays occidentaux, mais relativement peu d'études ont porté sur les pays en Asie en général et au Vietnam en particulier. Notre volonté, dans ce travail doctoral, est de construire une échelle de mesure de la consommation socialement responsable dans le contexte du Vietnam et de modéliser la prise de décision du consommateur en matière de consommation socialement responsable dans lequel les orientations cultuelles, les valeurs personnelles, l'efficacité perçue et la valeur perçue influencent directement et indirectement sur le comportement du consommateur. Notre thèse met en évidence une structure de consommation socialement responsable en cinq facettes : orientation sociale, orientation éthique, sensibilité environnementale, consommation locale et souci d'économie avec 3 comportements vietnamiens typiques. La modélisation par les équations structurelles permet de valider partiellement le modèle proposé. En effet, le collectivisme vertical influence indirectement la consommation socialement responsable via les valeurs personnelles orientées vers les autres qui sont elles-mêmes influencent directement la consommation socialement responsable et indirectement celle-ci, via l'efficacité perçue et la valeur perçue. Cependant, le processus de décision du consommateur n'est pas identique entre les deux facettes de consommation socialement responsable étudiéesConsumer wants, through his or her consumption, to eliminate any negative effects and maximize the long-term beneficial impact on the society. This type of consume is known as socially responsible consumption. There exist a large body of literature on this concept in Western countries, but relatively few studies focused on countries in Asia in general and Vietnam in particular. This doctoral has two main aims. The first aim was to build a socially responsible consumption scale in the context of Vietnam. The second one was to propose and validate a consumer decision-making model regarding socially responsible consumption in a perspective of values in which cultural orientations, human values, perceived consumer effectiveness and perceived value directly and indirectly influence on consumer behavior. Our thesis highlights a socially responsible consumption structure in five facets: social orientation, ethical orientation, environmental awareness, local consumption and anxiety of economy with three Vietnamese typical behaviors. Modeling structural equations allows to partially validating the proposed model. Indeed, the vertical collectivism indirectly influences the socially responsible consumption via social-oriented values that are themselves directly influence the socially responsible consumption and indirectly influences the latter, via the perceived consumer effectiveness and perceived value. However, the consumer decision process is not the same between the two socially responsible consumer studied facets
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Jacobs, Stephan. "The Strategic implementation of Urban Wind Turbines within the consumer market : Visualizing the possibilities for Urban Wind Turbines in the Netherlands." Thesis, KTH, Industriell Marknadsföring och Entreprenörskap, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-209828.
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The last couple of years the interest of consumers for environmental products has grown. This development has resulted in new and innovative product and markets. One of these markets is the Renewable energy system (RES) market for the home consumers. The RES can be divided into Solar panels and Urban Wind Turbines (UWT), in which Solar panels are the most adopted by the consumers, but why? The most applicable system is depending on the location and environment for which UWT might be more interesting in some situations. This resulted in the research question of; ‘Why are the Urban windmills not yet adopted within the private consumer market with respect to the financial issues and the Green social status?’. The research is done for the company, Kaffee Engineering, a young innovative company in the Netherlands. Kaffee Engineering is in possession of a design of a UWT but doesn’t know how to put it into the market. The research is there to use for Kaffee Engineering to develop a strategy to innovate its product. The research is an exploratory, quantitative, applied and deductive research. In this the literature is used to create and examine a survey which is hold under the possible market group. Theories such as the Blue Ocean Stategy, Green Consumerism, and Value proposition are used to create the survey and to analyse the data. The sample group is living in North and South-Holland since this is an area where the product could be well implemented and has to be a house owner or an almost house owner. This since the average wind in this area is high and the product can be seen as an investment for the house. The total sample size of the survey is set to 68 participants to get sufficient data. The Survey shows that a market opening for the UWT is to develop a low costs and easy maintained product in which the looks are not very important. As a recommendation more research can be done in the investment options and new revenue models to create an even better Blue Ocean.
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Storubleva, Ekaterina, Gregor Milosch, and Christian Neumann. "Volvo Trucks' Customer Value Proposition." Thesis, Jönköping University, JIBS, EMM (Entrepreneurship, Marketing, Management), 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-9535.
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Title: Volvo Trucks' Customer Value Proposition
Authors: Ekaterina Storubleva, Gregor Milosch, Christian Neumann
Tutor: Erik Hunter
Date: May 2009
Keywords:
Volvo Truck Corporation, truck industry, customer value, value drivers, retail strategy, communication, relationship marketing
Purpose:
The purpose of this thesis is to evaluate the general composition of Volvo Trucks' customer value proposition in Europe and to examine possible ways of enhancing it using Volvo's retailing strategy as a tool.
Background:
The concept of customer value gains more and more importance in modern companies. Firms have to truly understand what their customers expect in order to provide the right products for them.Truck manufacturing is a very cyclical industry, which is why in times of crisis, when trade volumes go down, they need to excel even more in order to maintain good business relations with their customers. Volvo Trucks, one of the world's leading truck producers, has adopted a special retailing strategy, in which it owns strategically important dealerships, in order to improve customer understanding and consequently customer value. This paper discusses in how far they succeed at this.
Method:
The authors followed a triangular approach, combining quantitative and qualitative research. The quantitative part was covered by a communication chain study and a value driver study, both developed by the authors. In the qualitative part, each participant answered ten open questions, which were then used for internal consistency checks and contributed additional thoughts.
Conclusion:
The Volvo Truck Corporation (VTC), by adapting its retail strategy, realized the importance of establishing long-term customer relationships and generating adequate intelligence about customer needs. The company not only incorporated influential elements of relationship marketing but also strives for sustainable improvements in customer-perceived value. However, some conflicts between the stakeholder groups involved have been discovered. The corporation's core values were found to be in line with customer preferences.
In essence, it is crucial for Volvo Trucks to implement the ideas of relationship marketing, establish superior communication channels, and to promote a common understanding of customer value.
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Saarinen, Langner Clara, and Felicia Forsgren. "Marketing communication of the employer value proposition : How do audit firms build and communicate their employer value proposition." Thesis, Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:ltu:diva-75475.
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Since the competition on the market regarding standing out as an organization and as an employer, creating a good reputation is more important than ever. Knowledge regarding how to attract potential employees is vital for organizations. This to be able to differentiate themselves from their competitors with an advantage. The research area regarding employer branding and employer value proposition has developed since Ambler and Barrow (1996) first minted the concept, but it is still important to contribute with further studies. The purpose of this study was to contribute with more knowledge regarding the components of organizations EVP’s and how they communicate this to potential employees. Further, the study had a descriptive purpose with a qualitative approach, and it was deductive. This was achieved by interviewing six different respondents from six different audit firms active in Sweden. The interviews were semi-structured, recorded and transcribed. The collected empirical data showed that the components included in audit firms EVP’s are compensation, benefits, work content, career, affiliation and they choose to communicate work content, career, and affiliation. The main communication channels used to communicate their EVP’s to potential employees are social media, LinkedIn, their own websites and on-campus marketing. Keywords: Employer brand; Employer branding; Employer value proposition; Marketing communication; Promotion
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Norman, David. "The value proposition of service-oriented architecture." [Denver, Colo.] : Regis University, 2008. http://165.236.235.140/lib/DNorman2008.pdf.
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Tollander, Sofia. "A Value Proposition for Cloud-Enabled Process Planning." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-264389.
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To stay competitive in today’s fast-paced market, manufacturing companies must shorten their time-to-market and decrease their costs by efficiently utilizing their resources. Here, improved software and better software integration throughout the product realization process is considered to be a key enabler. The aim of this thesis work has been to investigate the current workflow in design and process planning to outline a cloud-based application to support these activities. Pains and bottlenecks in these workflows have been identified through interview and field studies at six Swedish manufacturing companies of different sizes, in different industries, and with different operational models. The major areas of improvement were identified whereof one them, the initial activity of understanding customers’ needs, was decided to further focus on. From receiving a request for quotation from the customer to acceptance of an order, the following time-consuming activities were recognized: understand and discuss design intent as well as suggest possible design changes to improve manufacturability, analyze and review 2D drawings and 3D models, and develop order quotations. In this thesis work, a mock-up prototype has been put forward. The intent with this is to bridge a gap that has been identified through the mapping between manufacturers needs and functionality of available CAD/CAM software and the identified areas of improvement from the workflow investigations. The proposed solution, as presented in the mock-up prototype, has been validated together with three of the studied companies. At its current state, further improvements and validations are needed. Nevertheless, if further developed, it has the potential to create value within the entire manufacturing value chain.För att vara konkurrenskraftig på dagens snabbrörliga marknad måste tillverkande företag minska sina tid till marknad och reducera sina kostnader genom att utnyttja sina resurser mer effektivt. Här anses förbättrad programvara och bättre mjukvaruintegration genom hela produktrealiseringsprocessen vara en viktig möjliggörare. Målet med detta arbete har varit att undersöka det aktuella arbetsflödet i design och processplanering för att föreslå en molnbaserad applikation för att stödja dessa aktiviteter. Problem och flaskhalsar i dessa arbetsflöden har identifierats genom intervjuer och fältstudier hos sex svenska tillverkande bolag i olika storlekar, i olika branscher och med olika operativa modeller. De viktigaste förbättringsområdena identifierades varav en, den initiala aktiviteten för att förstå kundernas behov, beslutades att ytterligare fokusera på. Från att ha mottagit en offertförfrågan från kunden till acceptans av en beställning kunde följande tidskrävande aktiviteter identifieras: förstå och diskutera designintention samt föreslå möjliga designändringar för att förbättra tillverkningsförmåga, analysera och granska 2D-ritningar och 3D-modeller, och utveckla ordernoteringar. I det här arbetet har en prototyplösning tagits fram. Avsikten med denna är att överbrygga ett gap som har identifierats genom kartläggning mellan tillverkarens behov och funktionalitet av tillgänglig CAD / CAM-programvara och de identifierade förbättringsområdena från arbetsflödesutredningarna. Den föreslagna lösningen, som presenterades i prototypen, har validerats tillsammans med tre av de studerade företagen. Vid sitt nuvarande tillstånd behövs ytterligare förbättringar och valideringar. Om den vidareutvecklas har den dock potentialen att skapa värde för hela tillverkningskedjan.
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Parreira, Jaco. "An analysis of an employee value proposition / Jaco Parreira." Thesis, North-West University, 2007. http://hdl.handle.net/10394/1839.
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Crafford, Johannes. "The strategic sourcing value proposition : a Sasol case study." Thesis, Stellenbosch : University of Stellenbosch, 2010. http://hdl.handle.net/10019.1/8257.
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Thesis (MBA)--University of Stellenbosch, 2010.The value-add of a functional department in the corporate environment is continuously being challenged. Functions regularly find themselves in a state of restructuring in order to reduce cost structures which speaks volumes about an organisation’s view of its functions. What is however extremely important to take into account, is that functions can in fact add a great deal of value to the business, but before a function can be recognised as a value-adding partner, it needs to transform itself from a traditional transaction-driven service to a strategic value-adding function which contributes to the business on a strategic level. If this does not happen, the function risks becoming redundant, as most transactional activities today are or at least can be executed in an automated manner. Such a transformation is, however, no easy task, and requires a considerable amount of time to be achieved. It further requires substantial investments, enduring commitment from senior management and specific skills to enable a function to operate at a strategic level. Commitment, investments and new skills on the other hand, do not automatically acquire a seat at the boardroom table for such a function and a place must be earned through accurate proof of the functions value-add in the organisation – the difficult task being expressing that value-add in terms of financial numbers. A function that was confronted with the same predicament was the procurement function of Sasol around 1999, during a time when the commodity prices were under severe pressure and the organisation was looking into alternative ways of improving its cost structure. At this point a decision, to shift the focus of the procurement department from a traditional transactional environment to a value-adding business partner, laid the foundation to re-engineer the function into becoming a value-adding strategic function. A decision was taken to implement strategic sourcing in Sasol as the basis for procurement. This decision required substantial investment and the help of consulting firm McKinsey and Company. The Sasol Board were very confident in its decision, and requested continuous feedback on the actual value that was released through implementation of this new process. This required of the procurement function to develop a model by which the value-add of the process could be measured in real terms. The purpose of this study is to investigate the transformation of the procurement function in Sasol from a traditional transactional function to a strategic value-adding business partner by specifically focusing on the function’s ability to prove its value-add to the organisation, and in so doing, gain respect for being a true strategic value-adding function.
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Achi, Raghukulesh. "Exploring value proposition of service offerings in telematics system." Thesis, Mälardalens högskola, Innovation och produktrealisering, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-41768.
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Services are making a huge impact in the business sector especially in the developed countries. As services are customer-centric, there is a need for an enhanced process framework connected to integrated service development. Such a framework should ideally address value propositions meeting specific customer needs in identifying corresponding service offerings. In this context, this thesis aims to explore on how value propositions are defined, developed, and communicated during the introduction of service offerings and to identify the ways to improve the process of value propositions. The work is carried out in the context of a major (Swedish) manufacturing company within a specific product context, namely, the telematics system. The main data collection methods are personal observations, semi-structured interviews, meetings, and company documents. The study seeks to answer three questions: First, what are the value propositions addressed by the current service offerings in telematics system in the context of heavy-duty vehicle equipment? Second, how value propositions are created during the development of these services offerings? Third, how can the service offerings for telematics system be improved through the process of value proposition? The study found that two types of value propositions namely customer value proposition and stakeholder value proposition are addressed by the service offerings in telematics system. Additionally, it is found that value propositions are created in relation to service offerings. Finally, the thesis proposes a six-step conceptual framework to create better value propositions during the development of service offerings. The presented framework is applied to the current value proposition process at the case company and improvement suggestions are proposed, which can impact the service offerings in the near future. The thesis has contributions to enhance or create new service offerings through addressing the value propositions and applying them. The results are beneficial for managers and developers who work in developing the future state scenarios or business models.
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Witakowska, Weronika, and Ingrid Rönnblom. "Designing and Marketing Museum Offerings by Utilizing Consumer Knowledge : Research on Central Museums in Stockholm, Sweden." Thesis, Uppsala universitet, Företagsekonomiska institutionen, 2013. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-204401.
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The aim of this thesis is to examine how the central museums in Stockholm, Sweden, design and market their offerings by utilizing consumer knowledge. Current museum marketing research suggests that museums should be marketed as any organization; however, public museums are challenged by their mission to provide an offering that is framed by the state, and at the same time to attract visitors. Through semi-structured interviews with representatives from seven of the central museums in Stockholm, and a case study of a marketing campaign for an exhibition, information concerning the museums’ designing and marketing of offerings has been gathered. This information was analysed according to the theoretical framework which, building on co-creation of value theory, is an extended version of the DART-model to include word of mouth. The authors conclude that the museums are limited in their ability to adapt their offerings to consumer preferences due to their state given mission and a desire to be credible. Instead, online communication platforms are used to make the offerings available to more people and to market the offerings through the consumers’ online social networks.
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Baishokanova, Shynar. "How Consumers Value Health Related Food Characteristics." Thesis, Umeå universitet, Nationalekonomi, 2010. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-60857.
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Faradji, Elise. "The Value of CSR for Czech Consumers." Master's thesis, Vysoká škola ekonomická v Praze, 2016. http://www.nusl.cz/ntk/nusl-262031.
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Nowadays consumers purchasing behavior is influenced by new factors such as the social and environmental implication of companies. This is why Corporate Social Responsibility (CSR) is a growing trend which companies need to look after carefully. However implementing an efficient CSR strategy is a complex process for corporations; especially since the core concept of CSR remain quite blurry. The goal of this study is to analyze the perception of consumers towards CSR to find out about the value creation that CSR produce for consumers and its impact on their purchasing behavior. This paper will ultimately help companies to implement their CSR strategy more efficiently. This study aims to contribute by conducting an in-depth analysis of consumers attitudes and behavior towards CSR. If most of researchers are using a quantitative approach this study means to deal with the issue with a qualitative perspective. Indeed twelve semi-structured interviews will support the findings. On top of those practical and physical interviews some theoretical knowledge will be added to the construction of the argument especially to bring a framework that shows the importance of all types of value creation (functional emotional and social). The findings of the thesis emphasize the facts already proven by other researchers; value creation is fundamental to make consumers care about CSR. However the study will show how much skepticism towards CSR can impact negatively consumers purchasing behavior. The research will help companies implementing more successful CSR strategy and develop new solutions to reach customers and influence their purchasing behavior through the creation of value for them.
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Van, der Merwe Carmen. "An engineering approach to an integrated value proposition design framework." Thesis, Stellenbosch : Stellenbosch University, 2015. http://hdl.handle.net/10019.1/96856.
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Thesis (MEng)--Stellenbosch University, 2015.ENGLISH ABSTRACT: Numerous problems with product quality and time-to-market launches can be traced back to the management of the product lifecycle. This research assignment provides insight into how an integrated value proposition design framework can address these issues by shifting the focus of product lifecycle management from being product-centric to being customer-centric. This framework combines tools, methods and processes from a variety of disciplines such as Systems Engineering, Marketing, Project Management, and Financial Management. The application of the framework during the product lifecycle management process is that of a planning and communication tool to ensure integration between multifunctional teams to increase customer value proposition quality and decrease product time to market. This research assignment was implemented in a new product development case study within a leading Telecommunications company in South Africa.
AFRIKAANSE OPSOMMING: Die bestuur van ‘n produk se lewensiklus veroorsaak verskeie probleme wat gepaard gaan met die kwaliteit van produkte en die verlengde tydperk wat dit neem om produkte aan die mark bekend te stel. Hierdie navorsingswerk verduidelik hoe die geïntegreerde waarde-stelling raamwerk die probleme met betrekking tot die bestuur van produkte se lewensiklusse aanspreek. Die raamwerk verskuif die fokus van die bestuur van ‘n produk se lewensiklus, wat produk-gesentreerd is, na ‘n kliënt-gesentreerde fokus. Die raamwerk maak gebruik van tegnieke, metodes en prosesse verkry uit die dissiplines van Sisteem Ingenieurswese, Bemarking, Projek bestuur en Finansiële bestuur. Die toepassing van die raamwerk verbeter die bestuur van ‘n produk se lewensiklus deur beplanning en kommunikasie te fassiliteer tussen multi-funksionele spanne. Genoemde raamwerk bevorder die samewerking tussen multi-funksionele spanne, verbeter die waarde-stellings aan kliënte, verhoog die kwaliteit van produkte en verkort die tydperk van produk bekendstelling aan die mark. Bogenoemde navorsingswerk is geïmplementeer in ‘n vooraanstaande Telekommunikasie maatskapy in Suid-Afrika, op ‘n nuwe produkontwikkeling gevallestudie.
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Setser, Katherine. "Fighting Fire with Fire: Redefining the Interior Design Value Proposition." University of Cincinnati / OhioLINK, 2013. http://rave.ohiolink.edu/etdc/view?acc_num=ucin1377873629.
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SILVA, WALQUIRIA ROSA DA. "PROPOSITION OF METRICS FOR EVALUATING SUSTENTABILITY ACTIONS OF MAJOR CONSUMERS OF ELETRICAL ENERGY." PONTIFÍCIA UNIVERSIDADE CATÓLICA DO RIO DE JANEIRO, 2015. http://www.maxwell.vrac.puc-rio.br/Busca_etds.php?strSecao=resultado&nrSeq=26532@1.
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PONTIFÍCIA UNIVERSIDADE CATÓLICA DO RIO DE JANEIROA dissertação tem por objetivo propor métricas para avaliação de ações em sustentabilidade de grandes usuários de energia elétrica. As organizações têm a responsabilidade de limitar as suas emissões de gases de efeito estufa - GEE. Deste modo, gerenciar as implicações decorrentes das mudanças climáticas é de grande relevância, dado que estas ações podem gerar vantagens sustentáveis e ao mesmo tempo atender às demandas dos stakeholders. Este estudo avaliou o grau de relevância das ações de sustentabilidade de grandes clientes consumidores da concessionária de energia elétrica do Rio de Janeiro, que atende 4,1 milhões de consumidores na média e alta tensão (68 porcento da população e 66 porcento do PIB do segundo estado economicamente mais desenvolvido do país). Um questionário foi elaborado com 14 ações críticas em estratégias climáticas fundamentadas em benchmarks internacionais. Para mensurar o progresso de estratégias climáticas empresariais, os dados foram levantados por meio de uma pesquisa (tipo survey) online. Os resultados obtidos foram comparados com estudos realizados por organizações internacionais, indicando que, pelo índice de proatividade obtido, as empresas respondentes reconhecem a relevância do tema, mas planejam implementar a médio e a longo prazo as ações de sustentabilidade . Alguns setores investem em ações de curto prazo, com a perspectiva de um retorno financeiro mais rápido. O índice de dificuldade apontou que as empresas não dimensionam os investimentos financeiros anuais em ações voltadas para sustentabilidade.
The dissertation aims to propose metrics to evaluate actions on sustainability in large users of electricity. Organizations have a responsibility to restrict their emissions of greenhouse gases – GHG. Thus, managing the implications of climate change is of great importance, as this action can generate sustainable advantages and at the same time meet the demands of stakeholders. In addition, this study evaluated the sustainability actions of relevance degree of large consumers of electric distributed by a utility company that serves 4.1 million consumers in the medium and high voltage (68 percent of the population and 66 percent of the gross internal product for the second most economically developed Brazilian state). A questionnaire was drawn up on 14 critical actions in climate strategies based on international benchmarks. To measure the progress of corporate climate strategies, data were collected through an online survey. The results, compared with studies conducted by international organizations, Indicated by proactivity index obtained , the responding companies recognize the importance of the topic , but plan to implement the medium and long-term actions of sustainability. Some sectors invest in short-term actions, with the prospect of a faster payback. The index of difficulty pointed out that companies do not measure the annual investments in actions for sustainability.
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Tezsezen, Canan Yasemin Cardoso Taveira da Mota. "Determinants of portuguese female consumers luxury value perceptions." Master's thesis, Instituto Superior de Economia e Gestão, 2018. http://hdl.handle.net/10400.5/16983.
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Mestrado em MarketingO mercado de luxo tem crescido extraordinariamente ao longo dos últimos anos, juntamente com o mercado de vestuário de luxo feminino. Este estudo investiga as motivações das consumidoras Portuguesas no que diz respeito ao processo de aquisição de marcas de vestuário de luxo, no âmbito de um modelo multidimensional do valor do luxo. Presente estudo investiga as dimensões do valor de luxo que incluiem fatores de ordem individual/pessoal, social e funcional, que abrangem múltiplos determinantes como os valores do qualidade, singularidade, prestígio nas redes sociais, materialismo, hedonismo, identidade própria e utilidade. Para a análise destas dimensões foi assegurada uma recolha e tratamento de dados primários e secundários. Os dados primários foram coletados com base em dois métodos: entrevista e grupo focal. Os resultados do estudo indicam que os valores de utilidade, materialismo e hedonismo (com respeito ao prazer auto-direcionado), assim como o valor hedonista em relação ao enriquecimento da qualidade de vida, foram aqueles que tiveram maior impacto e peso no processo de decisão das consumidoras Portuguesas.
Luxury market, has been growing tremendously over the years, along with the female luxury clothing market. This study, investigates the effects and motives of female Portuguese consumers in regard to the pre- and post- purchase process of the luxury clothing through the multidimensional framework of luxury value. This study, investigates the luxury value whichembodies: individual, social and functional aspects that encompasses multiple determinants such as; quality value, uniqueness value, prestige value in social networks, materialistic value, hedonic value, self-identity value, and usability value. To analyze those luxury value dimensions, primary data and secondary data were collected. The primary data was gathered based on two methods: interview and focus group. Findings indicate that the usability value, materialistic value and hedonic value have been the main dimensions that,have impact and effects the decision-making process of female Portuguese luxury fashion consumers.
info:eu-repo/semantics/publishedVersion
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Young, James Jamy. "A value proposition for lunar architectures utilizing on-orbit propellant refueling." Diss., Atlanta, Ga. : Georgia Institute of Technology, 2009. http://hdl.handle.net/1853/28149.
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Thesis (M. S.)--Aerospace Engineering, Georgia Institute of Technology, 2009.Committee Chair: Wilhite, Alan; Committee Member: Bishop, Carlee; Committee Member: Chytka, Trina; Committee Member: Schrage, Daniel; Committee Member: Stanley, Douglas.
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Corbin, Benjamin Andrew. "The value proposition of distributed satellite systems for space science missions." Thesis, Massachusetts Institute of Technology, 2015. http://hdl.handle.net/1721.1/103442.
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Thesis: Ph. D., Massachusetts Institute of Technology, Department of Aeronautics and Astronautics, 2015.Cataloged from PDF version of thesis.
Includes bibliographical references (pages 382-402).
The resources available for planetary science missions are finite and subject to some uncertainty. Despite decreasing costs of spacecraft components and launch services, the cost of space science missions is increasing, causing some missions to be canceled or delayed, and fewer science groups have the opportunity to achieve their goals due to budget limits. New methods in systems engineering have been developed to evaluate flexible systems and their sustained lifecycle value, but these methods are not yet employed by space agencies in the early stages of a mission's design. Previous studies of distributed satellite systems (DSS) showed that they are rarely competitive with monolithic systems; however, comparatively little research has focused on how DSS can be used to achieve new, fundamental space science goals that simply cannot be achieved with monolithic systems. The Responsive Systems Comparison (RSC) method combines Multi-Attribute Tradespace Exploration with Epoch-Era Analysis to examine benefits, costs, and flexible options in complex systems over the mission lifecycle. Modifications to the RSC method as it exists in previously published literature were made in order to more accurately characterize how value is derived from space science missions. A tiered structure in multi-attribute utility theory allows attributes of complex systems to be mentally compartmentalized by stakeholders and more explicitly shows synergy between complementary science goals. New metrics help rank designs by the value derived over their entire mission lifecycle and show more accurate cumulative value distributions. A complete list of the emergent capabilities of DSS was defined through the examination of the potential benefits of DSS as well as other science campaigns that leverage multiple assets to achieve their scientific goals. Three distinct categories consisting of seven total unique capabilities related to scientific data sampling and collection were identified and defined. The three broad categories are fundamentally unique, analytically unique, and operationally unique capabilities. This work uses RSC to examine four case studies of DSS missions that achieve new space science goals by leveraging these emergent capabilities. ExoplanetSat leverages shared sampling to conduct observations of necessary frequency and length to detect transiting exoplanets. HOBOCOP leverages simultaneous sampling and stacked sampling to study the Sun in far greater detail than any previous mission. ÆGIR leverages census sampling and self-sampling to catalog asteroids for future ISRU and mining operations. GANGMIR leverages staged sampling with sacrifice sampling and stacked sampling to answer fundamental questions related to the future human exploration of Mars. In all four case studies, RSC showed how scientific value was gained that would. be impossible or unsatisfactory with monolithic systems. Information gained in these studies helped stakeholders more accurately understand the risks and opportunities that arise as a result of the added flexibility in these missions. The wide scope of these case studies demonstrates how RSC can be applied to any science mission, especially one with goals that are more easily achieved with (or impossible to achieve without) DSS. Each study serves as a blueprint for how to conduct a Pre-Phase A study using these methods.
by Benjamin Andrew Corbin.
Ph. D.
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Mthiyane, Sandile. "The impact of strategic Facilities Management on the Employee Value Proposition." Master's thesis, University of Cape Town, 2018. http://hdl.handle.net/11427/29779.
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Facilities Management (FM) has and continues to evolve strongly as a strategic function in many organisation. Many organisations have also recognised the importance of human capital for the success of their operations. This is why the concept of Employee Value Proposition (EVP) is growing in popularity and is becoming one of the main focuses especially in human capital management spheres. Whilst there are many factors that contribute to the EVP, strategic FM has not been one of the focus areas. Although strategic FM has had a focus on user satisfaction as well as the usability of facilities, the focus of research to date has not necessarily been directed to EVP. Hence, this study explores the impact of strategic FM on employee value proposition. It explores this through quantitative and qualitative research means in a chosen case study of an organisation where strategic FM has been and still in the process of being implemented. The research establishes employee’s opinions on the importance of their work environment; whether their workspace support their effectiveness; whether their workspace provides flexibility for collaborations and teamwork; and other factors related to employee satisfaction. The findings of the study indicate that strategic FM does have an impact on employee value proposition. There are also indications that employees believe that FM services play a role in employee satisfaction which may lead to employee retention as well as employee recruitment which are two of the identified factors of employee value proposition.
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Nilsson, Daniel, and Redwanuzzaman Redwanuzzaman. "Retailers’ omni channel : The value proposition for utilitarian and hedonic shoppers." Thesis, Högskolan i Halmstad, Akademin för företagande, innovation och hållbarhet, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:hh:diva-43583.
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Danielsson, Eric, and Alexander Stenman. "Value co-creation: Enablers and risks during value proposition development : A case study in the IT industry." Thesis, Luleå tekniska universitet, Institutionen för ekonomi, teknik, konst och samhälle, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:ltu:diva-84840.
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Purpose – The purpose of this study is to advance the understanding of what enablers and risks become evident in value co-creation and how they affect value proposition development. To fulfill this research purpose, the following research questions were derived: RQ1: What are the enablers that become evident during value co-creation in an IT context?, RQ2a: What are the risks that become evident during value co-creation in an IT context?, and RQ2b: How can IT service providers mitigate these risks during value proposition development? Method – The study is an exploratory inductive single case study of a specific business environment that revolves around related services in the IT industry. In total, six organizations and one expert, all of whom have knowledge of the situation of inquiry, participated in the study. The data collection was conducted in three different waves of semi-structured interviews. In total, 27 interviews were held, and results were derived using a combination of the Gioia analysis and thematic analysis. Findings – The findings from the study is a framework illustrating the enablers, risks, and mitigating actions in value co-creation during value proposition development. The most critical antecedent enablers are transparency, goal congruence, and customer involvement. The most prominent risks are organizational transformation, measuring instruments, and juridical. The most important actions are change management and continuous evaluation. Theoretical and practical implications – The study contributes with insights into the scarce literature on value co-creation and digital servitization by empirically clarifying the key aspects that orchestrate the value co-creation process. Our framework assists practitioners to better evaluate if they have the abilities required to conduct specific value co-creation activities. Limitations and future research – The study is limited by a single case study of a specific business environment by adopting a B2B perspective. Hence, future studies are recommended to extend and validate our findings in other industrial settings.Syfte – Syftet med denna studie är att utöka förståelsen för vilka möjliggörare och risker som blir centrala inom värdesamskapande och hur dessa påverkar framtagandet av värdeerbjudanden. För att uppfylla syftet härleddes följande forskningsfrågor: RQ1: Vilka är de möjliggörare som blir uppenbara vid gemensamt värdeskapande inom ett IT-sammanhang?, RQ2a: Vilka är de risker som blir centrala vid värdesamskapande inom ett IT-sammanhang?, och RQ2b: Hur kan IT-tjänsteleverantörer mitigera dessa risker vid framtagandet av värdeerbjudanden? Metod – Studien genomfördes som en explorativ induktiv enskild fallstudie inom en specifik affärsmiljö som kretsar kring relaterade tjänster inom IT-branschen. Totalt deltog sex organisationer och en ämnesexpert i studien, varav alla har kunskap inom det undersökta området. Datainsamlingen genomfördes i tre olika vågor av semistrukturerade intervjuer. Totalt genomfördes 27 intervjuer och resultaten analyserades med en kombination av Gioia analys och tematisk analys. Resultat – Resultatet av studien är ett ramverk som illustrerar möjliggörare, risker och mitigerande åtgärder inom kontexten av värdesamskapande under utvecklingen av värdeerbjudanden. De mest kritiska möjliggörarna är transparens, målöverensstämmelse och kundinvolvering. De mest framträdande riskerna är organisatorisk transformation, mätinstrument och juridiska. De viktigaste åtgärderna är förändringsledning och kontinuerlig utvärdering. Teoretiska och praktiska implikationer – Denna studie bidrar med insikter till den bristande litteraturen inom domänerna värdesamskapande och digital tjänstefiering genom att empiriskt klargöra de viktigaste aspekterna som utgör den värdesamskapande processen. Vårt ramverk hjälper utövare av värdesamskapande samarbeten att utvärdera om de har de förmågor som krävs för att genomföra specifika värdesamskapande aktiviteter. Begränsningar och framtida forskning – Studien är begränsad till att undersöka en specifik affärsmiljö inom ett B2B-perspektiv genom en enskild fallstudie. Därför rekommenderas framtida studier att utvidga och validera resultaten inom andra industriella kontexter.
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Antonopoulou, Katerina. "Digital innovations with inherent uncertainties : from the justification of value to the articulation of a value proposition." Thesis, University of Warwick, 2015. http://wrap.warwick.ac.uk/77677/.
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The establishment of business models for digital technology innovations of uncertain market potential is often seen as challenging because of the difficulties in conceptualizing the value of such ventures. There is, however, limited empirical material on how digital entrepreneurs and innovators assess the emerging value of a novel digital technology in practice in the early stages of its development. This thesis, therefore, seeks to investigate how the value of digital innovations with inherent uncertainties about the lack of clearly determined use and addressable markets is justified and how a value proposition is articulated in an emergent way during the design and development process of such innovations, and the implications this has for dealing with the challenges of establishing a business model in such a setting. In particular, I aim to answer: (a) how do the actors involved in the development of digital innovations justify the value of their innovation, (b) how is the value proposition of digital technology innovation with indeterminate use and addressable market arrived at in the development of such innovations, and (c) how does an emergent value proposition contribute to more generally on the theorization and development of business models when there is lack of clear idea of the use and an addressable market. This doctoral research explores these issues through an in-depth study of two ‘serious games’ development companies that seek to develop digital games for businesses. I argue that through mutual adjustment and reconciliation of different value elements, clarity and stability is brought to the articulation of value proposition, which is crucial to the eventual development and drawing-up of a formal business model. The contributions I make namely are: (a) providing insights into a socioeconomic justification of value for digital innovations (b) conceptualizing how a value proposition is articulated, (c) providing new insights into the relationship between value proposition and business model, and (d) introducing a new theoretical approach to the study of value proposition and business model development drawing from the pragmatics of justification.
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Fredman, Sara, and Albin Näsman. "Employer branding inom offentlig verksamhet : En fallstudie om Vännäs kommun som attraktiv arbetsgivare." Thesis, Umeå universitet, Pedagogiska institutionen, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-128361.
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Det råder olika villkor i den privata och offentliga sektorn gällande geografisk bundenhet, konkurrans och förutsättningar för att styra verksamheterna. Det som däremot är gemensamt för de båda sektorerna är konkurrensen om medarbetare. Vännäs kommun befinner sig i en inledande fas i arbetet med begreppet attraktiv arbetsgivare, även kallat Employer Branding. Uppdraget har varit att undersöka vilka positiva aspekter som upplevs med att arbeta för Vännäs kommun, som medarbetare med varierande anställningstid och ålder upplever samt hur kommunen kan stärka sitt arbetsgivarvarumärke genom att betona dessa aspekter. I resultatet framkom att positiva aspekter med Vännäs kommun som arbetsgivare är närhet, framåtanda, utveckling och ansvar, gemenskap och välmående samt organisationen i sin helhet. Från dessa kategorier har följande tema utarbetats; I Vännäs kommun råder en kontinuerlig strävan efter utveckling både för organisationen och medarbetarna. Organisationskulturen är välkomnande där gemenskap och välmående står i fokus. Den lilla kommunens fördel är det övergripande koncerntänket med närhet till beslut och möjlighet till påverkan. Detta illustrerar vad som kännetecknar Vännäs kommun som arbetsgivare. För att specifikt attrahera yngre arbetskraft visar resultatet att följande faktorer är viktiga för yngre medarbetare i organisationen; innovation, känna sig behövd och värdefull, en bra arbetsmiljö och arbetskultur, gemenskap på arbetsplatsen och att bli betrodd med ansvar. Det som mest frekvent uttrycktes från den yngre informantgruppen var vikten av utveckling genom arbetet. Denna fallstudie kan vara användbar för organisationer med liknande förutsättningar som Vännäs kommun i arbetet med employer branding. Fallstudien bidrar även med en ökad förståelse för vad som attrahetar medarbetare till en offentlig organisation.
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Kim, K. A., Kevin K. Byon, and Charles W. Jones. "Value Co-creation and Co-destruction by Consumers Themselves." Digital Commons @ East Tennessee State University, 2017. https://dc.etsu.edu/etsu-works/3969.
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Lima, Moraes de Oliveira Gustavo, and Suzanne Meinders. "CONSUMERS IN LOVE : A model to consumers heart." Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-75380.
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PURPOSE To explain what impacts brand love. METHODOLOGY Quantitative approach, using online surveys, with a total of 462 participants. Additionally, a qualitative method was applied in the pre-study, using semi-structured in-depth interviews, and a total of 12 respondents. FINDINGS Previous literature lack of concern for parallel studies has a divergent effect in explaining what impacts brand love. A consolidated approach can explain brand love antecedents as the combination of brand evaluation, brand identification, and experience value. In additional findings, brand category has a rather small influence in brand love, and, brand love is a phenomenon not exclusive to one particular brand category. LIMITATIONS The findings of this research account for 50% of explanatory power, further exploration and qualitative tests are needed in order to identify the remaining explanatory power. IMPLICATIONS The results of this research suggest a consolidated model that can be used by researchers to extend the understanding of what antecedes brand love. Additionally, the model is a starting point for avoiding future divergence in literature. For managers, the findings present a three-faceted suggestion on how to use brand love antecedents. ORIGINALITY This study consolidates a divergent field of study, and by doing so, creates a new understanding of what impacts brand love. Additionally, the pre-study has an unorthodox methodological approach, and uses a qualitative method as a screening process, rather than an exploration process.
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Youngman, Adam (Adam Joshua). "Spray drying as part of the continuous manufacturing value proposition at Novartis." Thesis, Massachusetts Institute of Technology, 2009. http://hdl.handle.net/1721.1/50101.
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Thesis (M.B.A.)--Massachusetts Institute of Technology, Sloan School of Management; and, (S.M.)--Massachusetts Institute of Technology, Dept. of Materials Science and Engineering; in conjunction with the Leaders for Manufacturing Program at MIT, 2009.Includes bibliographical references (p. 53).
Novartis Technical Operations is considering a complete overhaul of their manufacturing processes. To date, all drugs have been made by using a batch process. In an attempt to lower costs, Novartis is evaluating moving some drug production to a continuous process. Novartis has instituted lean in their production plants and it has been very successful, but what is on the table now is a way to bring lean to the highest level, and a chance to make a seismic shift in manufacturing performance. The continuous manufacturing initiative between Novartis and MIT exists to pursue that idea. My task was to evaluate the economic impact and feasibility of spray drying on drug manufacturing. Spray drying is an advanced manufacturing technique that could allow Novartis to skip multiple steps in chemical & pharmaceutical operations. It is also a process that can be used continuously. I investigated the use of spray drying with X, one of the drugs in Novartis' product pipeline. The major results of this investigation are that drug solubility in the solvent is a critical variable and that X is stable after spray drying. All experiments in the scientific section were performed with the drug dissolved in Ethanol, and all experiments resulted in stable versions of X combined with various additives. The drug solubility directly affects the number of spray dryers necessary for production within an allocated time span. Using economic assumptions that are detailed later in this work, there is a breakeven point for most drug volumes at around 3% drug solubility, assuming additives poses no problems for dissolution.
(cont.) Despite economies of scale considerations and factory adjustments, this breakeven point is accurate for drug demands from 1 ton/year to 100 tons/year. Since my experiments were performed at 1.53% drug solubility (too low), I did not prove the economic viability of spray drying X in particular, but rather laid a framework for future studies.
by Adam Youngman.
S.M.
M.B.A.
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Butler, Patrick C. "Value proposition analysis for medium- and heavy- lift cargo unmanned aircraft systems." Thesis, Massachusetts Institute of Technology, 2019. https://hdl.handle.net/1721.1/122591.
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Thesis: M.B.A., Massachusetts Institute of Technology, Sloan School of Management, 2019, In conjunction with the Leaders for Global Operations Program at MITThesis: S.M., Massachusetts Institute of Technology, Department of Aeronautics and Astronautics, 2019, In conjunction with the Leaders for Global Operations Program at MIT
Cataloged from PDF version of thesis.
Includes bibliographical references (pages 99-109).
The majority of current unmanned aircraft system (UAS) research is focusing on small UAS operations at low altitude over rural and underpopulated areas. There is a gap in research about UAS greater than 55 pounds. The first unmanned aircraft to operate in this airspace is likely to be unmanned air cargo vehicles. This paper analyzes the commercial market opportunities for medium- and heavy-lift cargo UAS by developing value propositions for each viable market. A multi-criteria decision analysis (MCDA) tool was developed to analyze the value proposition for cargo UAS compared to other transportation vehicles. The MCDA tool evaluated the value generated from three different value attributes: cost, time, and vehicle characteristics. These were applied across fourteen different reference missions to assess the potential utilization of cargo UAS in those markets. The results of the analysis showed that a medium-lift cargo UAS is the best transportation vehicle for organ/blood transport, medical equipment transport, urgent delivery, remote delivery, and search and rescue operations. Heavy-lift cargo UAS proved to be the best transportation vehicle for oil rig delivery, HVAC service, and disaster relief. Additional findings showed that the most significant method to reduce cost for medium-lift cargo UAS is by applying autonomy and advanced command & control systems which facilitate the operation of multiple vehicles per operator. The most important consideration to reduce cost for heavy-lift cargo UAS is to increase the specific energy of the batteries used.
by Patrick C. Butler.
M.B.A.
S.M.
M.B.A. Massachusetts Institute of Technology, Sloan School of Management
S.M. Massachusetts Institute of Technology, Department of Aeronautics and Astronautics
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Miller, Michael. "The value proposition of Black Economic Empowerment transactions on South African companies." Master's thesis, University of Cape Town, 2012. http://hdl.handle.net/11427/12210.
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Includes abstract.Includes bibliographical references.
The purpose of this study is to evaluate the financial impact of Black Economic Empowerment (BEE) transaction announcements on shareholder value. The study investigated 49 BEE transactions (classified as 28 disposals, 9 acquisitions, 9 employee share schemes and 3 broad based schemes) over a testing period of 72 months between 2000 and 2008.
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Vosloo, Petro. "An investigation into the relationship between employee value proposition and work engagement." Thesis, Nelson Mandela Metropolitan University, 2015. http://hdl.handle.net/10948/4277.
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The intention of this study was to measure the work engagement and EVP of employees and further to investigate the relationship between work engagement and EVP. A secondary objective was to determine to determine to what extend intrinsic rewards of EVP affects work engagement more than extrinsic rewards. The study was quantitative in nature and data was obtained by means of an electronic survey. The EVP questionnaire and UWES were used to measure EVP and work engagement respectively. Results showed that there is no practical relationship between work engagement and EVP; however, evidence suggested a statistically significant relationship between work engagement and EVP. There was no evidence to suggest that in the relationship between work engagement and EVP, intrinsic components of EVP affect work engagement more than extrinsic rewards. It was however suggested that although the extrinsic rewards component of EVP are important in attracting and retaining employees, rewards had no correlation with work engagement. Implications of the findings suggest that rewards might be important when attracting and retaining employees to a company. However, in order to develop levels of work engagement rewards play no significant role. Companies should invest in enhancing the intrinsic components of their EVP to such an extent that it contributes to levels of work engagement.
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ALIC, ALMEDINA, and CAROLINE EMILSSON. "Introducing New Rain Data : A Case Study of Value Proposition Development for Ericsson Weather Data." Thesis, KTH, Industriell ekonomi och organisation (Inst.), 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-236045.
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A rapid development with many innovations has happened in recent years. Nevertheless, more than half of all innovations fail, why it is important to understand the customers: their demand, their needs and their benefits. Hence, the purpose of this study is to develop a value proposition for a high technological product in rain measurement, called Ericsson Weather Data (EWD). Since it is a technology-driven product, it is necessary to understand the potential customers to determine the product's market potential. Therefore, semi-structured interviews have been conducted with potential users in Sweden. The purpose has been to understand how they use rain data, which challenges and improvement opportunities there are with current rain data and which the most prominent value drivers are. Our empirical findings show that most of rain data in Sweden is free and published online by public entities. However, the current measurements are one-point measurements, which leads to information losses. This complicates the assessment of rain damages, why there is a great desire for increased spatial resolution. In addition, there is a need for better information regarding local cloudbursts. We have developed a value proposition, matched to the customers’ needs. EWD measures rainfall using the existing mobile network, which is more deployed and achieves a better spatial resolution than the traditional equipment. In addition, EWD measures rain data with an interval of ten seconds, generating tighter (more) information about local cloudbursts. As cloudbursts and spatial resolution were highlighted as the most important factors, a value proposition with resonating focus has been developed, meaning that we focus on these two factors.En snabb utveckling med många innovationer har skett under senare år. Trots det misslyckas mer än hälften av alla innovationer, varför det blir allt viktigare att förstå kunderna: deras efterfrågan, deras behov och deras nytta. Syftet med det här arbetet är att utveckla ett värdeerbjudande för en högteknologisk produkt inom regnmätning, kallad Ericsson Weather Data (EWD). Då det är en teknikdriven produkt, är det nödvändigt att förstå de potentiella kunderna för att avgöra produktens marknadspotential. Därav har semi-strukturerade intervjuer genomförts med potentiella kunder i Sverige. Syftet har varit att förstå hur de använder regn data, vilka utmaningar och förbättringsmöjligheter de ser med nuvarande regndata och vilka de främsta värdedrivarna är. Våra empiriska resultat visar att majoriteten av den data som används i Sverige är gratis och publiceras online av statliga myndigheter. Dock, är nuvarande mätningar enpunktsmätningar, vilket leder till att information går förlorad. Detta bidrar till svårbedömliga skadevalideringar, varför det råder en stor önskan om en ökad geografisk täckning. Dessutom finns ett behov av bättre information om lokala skyfall. Vi har utvecklat ett erbjudande, utifrån kundernas behov. EWD mäter regn med hjälp av det befintliga mobila nätverket, som är mer utspritt och uppnår därav en bättre geografisk täckning än den traditionella utrustningen. Dessutom mäter EWD regndata med ett intervall på tio sekunder, vilket genererar tätare (mer) information om lokal skyfall. Eftersom skyfall och geografisk täckning lyfts fram som de viktigaste faktorerna, har ett värdeerbjudande med resonating focus utvecklats, vilket innebär att vi fokuserar på dessa två parametrar.
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Knutsson, Erika. "Bundling for consumers? : Understanding complementarity and its effect on consumers' preferences and satisfaction." Doctoral thesis, Umeå universitet, Handelshögskolan vid Umeå universitet, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-49179.
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It is a common market practice to offer two products in a package, so called bundling. While much research investigate how companies can use bundling to increase sales and profit, less is known about how bundling can be beneficial for consumers. There are many advantages with bundling for consumers, as bundles often are offered at a reduced price and provide convenience and reduced risk. But there are also major drawbacks, for example reduced freedom of choice and increased risk of over-consumption. In the present study, the general aim is to increase the understanding of how consumers’ perceive bundle value. To achieve this, focus is turned to bundle composition, more specifically the complementarity between bundle products, as a source of value for consumers. By exploring what complementarity is, how it influences consumer preferences for and satisfaction with bundles and how it interacts with bundle discount insights about the overall value of bundles for consumers is gained. In five scenario-based experiments, the influence of different kinds and different degrees of complementarity on consumers’ perceptions of bundle value is studied and compared to evaluations of separate products. The results show that bundles generally are not preferred over separate products and that they only exceptionally provide more satisfaction. However, the results also highlight the influence of bundle composition on consumer evaluations. Generally, bundle complementarity has a positive effect on preferences and satisfaction, especially when combined with a discount. The results also illustrates that complementarity is a multifaceted concept. Many kinds of relations between bundle products are considered complementary and the degree of complementarity may vary within and between different types of complementarity. Based on the results it is suggested that the notion of complementarity is closely related to consumers’ everyday practices and the value bundles provides in use. When consumers understand the value that bundle products provide in use, the perceived complementarity increases and preferences and satisfaction is positively influenced. It is suggested that bundling can be used as a strategic tool by companies to increase value for customers. By considering their customers’ needs and practices companies can compose bundles that are perceived as complementary and offer value-in-use.
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Catic, Amina, and Melissa Todorovska. "Optimizing The Employer Value Proposition : A Study on Value Perceptions Amongst Passive Job-Seekers Within the Engineering Industry." Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-104014.
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Purpose: The purpose of this explanatory study is to extend the knowledge of how to develop an employer value proposition that conveys an attractive employer brand. Literature Review: Literature reviewed for this study includes the concepts of employer brand, employee value proposition, and different aspects of work attributes (i.e. interest value, social value, economic value, development value, and application value) that together form perceived employer attractiveness. Further literature that is reviewed includes the concepts of attitudes and the hierarchy of effects. Methodology: A mixed-method approach with a deductive logic of inquiry was adopted for this explanatory study, for which primary data of both quantitative and qualitative nature were collected from engineers, through the conduction of web-based self-completion questionnaires and semi-structured interviews. Findings: The study found that the involvement and motivation level behind the hierarchy of effects had a significant impact on the perceived value of one of the categories of the work attributes reflecting the employer's attractiveness, whilst the perceived value of the other work attributes included in the study were not expected to increase or decrease in combination with the intensity towards job search activities. It was also found that the attitudes towards the behavior of applying for a job, measured through the involvement and motivation level towards job search activities, were shifting within the target group, hence influencing their perceived employer attractiveness. Further on, the study showed a consistent high perceived value of all work attributes that were studied, in terms of what work attributes to include in the employer value proposition. Meanwhile, a multidimensional nature of the perceptions on employer attractiveness was also acknowledged, which hence could be crucial in developing an employer value proposition that stands out on the employer market.
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Strand, Elliot, and Viktor Sandell. "The Key Value Components of a Customer Value Proposition for Free-Floating Car Sharing Services in the Nordics." Thesis, Jönköping University, IHH, Företagsekonomi, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-52829.
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A well-crafted, locally adapted customer value proposition (CVP) can aid businesses in attaining loyal customers. The main purpose of this research is to determine the key value components that should be considered for the development of a CVP, for free-floating car sharing services in the Nordic region. This is done by establishing the relationship between deductively identified value components, perceived value, satisfaction, trust, and loyalty. A research framework is proposed, where the relationships between the different constructs are hypothesised. Quantitative data is collected from existing car sharing users in the Nordic countries, through a self-administered online questionnaire, distributed through a non-probability sampling method. The empirical data is analysed through multiple regression analysis using the software SPSS, and the extension “PROCESS”, as well as additional analysis techniques to ensure data quality. The research findings indicate that perceived convenience, need fit, and a low service price positively impact both perceived value, as well as satisfaction. Satisfaction shows a stronger, positive effect on loyalty than that of perceived value, yet, loyalty is better explained when both constructs are accounted for. Additionally, trust shows to carry a mediating effect between both satisfaction and loyalty, as well as between perceived value and loyalty. Therefore, firms operating within this context should emphasise the customer needs to provide a service which is perceived as affordable and convenient. Finally, efforts should be taken to reduce uncertainty, and promote trust between the service providers, and their users.
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Nyman, Arvid, and Martin Stamer. "How to attract talented software developers : Developing a culturally differentiated employee value proposition." Thesis, Linköpings universitet, Industriell ekonomi, 2013. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-102061.
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In today‟s society, where knowledge workers within computer science and software development are becoming increasingly demanded by all types of companies, the competition for this kind of labour also becomes tougher. This report investigates the concept of extracting an employee value proposition that can help a company in need ofthis type of labour to become more attractive. To understand if culture has an impact onthe candidate‟s attraction, it is also investigated whether or not an employee value proposition can be adapted to fit different nationalities. Furthermore, it is explored ifdiscoveries from a company‟s organisational culture can help build a more accurateemployee value proposition.To extract an employee value proposition, the theories within the two fields of employer branding and culture are investigated and applied upon a case company. The case company is a fast-growing, multinational software company in the music business continuously in need of high qualitative knowledge workers. The attributes of a potential employee value proposition were obtained through 15 in-depth interviews with various employees within the case company. These attributes were then verified through asurvey, which also were to distinguish any cultural differences.The conclusions present an employee value proposition fitted for the case company andother companies within the same context, although without any cultural adoption. Some of the main attributes of the extracted employee value proposition were: great colleagues, challenging work tasks and good development possibilities. The two cultures identified within the case company were supposed to be different in many ways according to the theories found. Although in this case study, the two cultures did not seem to show any significant differences at an employee value proposition level. On theother hand, discrepancies were found between the internal and external employer brand and were one of the major recommendations for the case company.
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Culling, Benjamin George. "Marketing strategy implementation and value proposition in the mindsets of multinational company subsidiaries." Thesis, De Montfort University, 2006. http://hdl.handle.net/2086/4293.
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Smith, Jonasson Agnes. "Customer involvement in the creation of a value proposition for a start-up." Thesis, Mälardalens högskola, Akademin för innovation, design och teknik, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-54737.
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Background The single most important thing for a start-up is to define how they will satisfy their customers’ needs, as it is the key to survival. This can be done by creating a value proposition that presents the benefits of the product and/or service being sold. Customer involvement have been proven to contribute to both higher customer satisfaction and productivity. It can also make value propositions more accurate and make a start-up gain new customers. A successful value proposition often leads to a higher perceived value for customers, making them willing to pay a higher price. Despite the benefits, start-ups rarely involve their customers in the creation of value propositions, and there is little research on how this affects the value propositions. Therefore, these research questions were formulated: Research questions RQ1: How does customer involvement influence customer value propositions? RQ2: How can customer involvement be facilitated for start-ups in the creation of value propositions? Method The study consisted of a literature review and a case study. In the literature review, success factors were investigated for value propositions and customer involvement along with answers to how customer involvement could be facilitated for start-ups. The case study was performed at a start-up company in the EdTech sector where a value proposition created solely by the case company (without customer involvement) was compared to a new value proposition with customer involvement, created in this study. Both were placed in the framework of the value proposition canvas. The value proposition with customer involvement was based on ten interviews with both customers and potential customers in the customer segment. Findings The findings show that the value proposition with customer involvement was broader, more extensive and included more important customer needs. There is also a low risk of missing latent needs. To facilitate customer involvement for start-ups, the findings suggest that the customer involvement must cost little time and money. Social media can be used as a platform for gaining generic information about customers while a few deep relationships with customers can generate deeper understandings about customer needs. Findings also suggest that a third party can generate objective information about key customers with low time and money costs.Bakgrund Det viktigaste för ett nystartat företag är att definiera hur de ska tillgodose sina kunders behov eftersom det är nyckeln till överlevnad. Detta kan göras genom att skapa ett värdeerbjudande som presenterar fördelarna med den produkt och/eller tjänst som säljs. Kundinvolvering har visat sig bidra till både högre kundnöjdhet och högre produktivitet. Det kan även göra värdeerbjudanden mer exakta samt genererar nya kunder till nystartade företag. Ett framgångsrikt värdeerbjudande leder ofta i sin tur till ett högre upplevt värde för kunderna vilket gör dem villiga att betala ett högre pris. Trots fördelarna involverar sällan nystartade företag sina kunder vid skapandet av värdeerbjudanden, och det finns bristfällig forskning på hur detta påverkar värdeerbjudandena. Därför formulerades dessa forskningsfrågor: Forskningsfrågor FF1: Hur påverkar kundinvolvering värdeerbjudanden? FF2: Hur kan kundinvolvering underlättas för nystartade företag vid skapandet av värdeerbjudanden? Metod I studien utfördes en litteraturstudie och en fallstudie. I litteraturstudien undersöktes framgångsfaktorer för värdeerbjudanden och kundinvolvering samt svar på hur kundinvolvering kan underlättas för nystartade företag. Fallstudien utfördes på ett nystartat företag inom EdTech-sektorn där ett värdeerbjudande som skapats enbart av företaget (utan kundinvolvering) jämfördes med ett nytt värdeerbjudande som skapats under fallstudien, med kundinvolvering. Båda placerades i en värdeerbjudande-canvas. Det kundinvolverade värdeerbjudandet baserades på tio intervjuer med kunder och potentiella kunder i målgruppen. Resultat Resultatet visar att det kundinvolverade värdeerbjudandet var bredare, mer omfattande och inkluderade fler viktiga kundbehov. Dessutom så är risken för att missa latenta behov låg. För att underlätta kundinvolvering i nystartade företag tyder resultaten på att kundinvolveringen inte får kosta mycket tid och pengar. Sociala medier kan användas som en plattform för att utvinna generisk och bred information om kunder medan några få djupa relationer med kunder kan generera djupare förståelser kring kundens behov. Resultaten tyder också på att en tredje part kan genera objektiv information om nyckelkunder på ett tids och kostnadseffektivt sätt.
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Dunstheimer, Markus. "Idea Management in Technology Development : Evaluation Criteria for Value Proposition, Technology and Strategy." Thesis, Högskolan i Halmstad, Centrum för innovations-, entreprenörskaps- och lärandeforskning (CIEL), 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:hh:diva-40790.
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Purpose Idea Management as key activity in the front-end of innovation is crucial for not only targeting new products but also for new technologies. Nevertheless, the interrelations between Idea Management and Technology Development are still not fully understood. Due to the different abstraction levels of products and technologies, an in-depth investigation of evaluation criteria for Technology Development ideas is required. Therefore, the purpose of this thesis is to examine which evaluation criteria are pertinent for each phase of Idea Management, when applied for Technology Development. Design The research framework for Idea Management criteria in the context of Technology Development is built on data from 17 semi-structured interviews, two focus group interviews as well as participant observations. The participants of this study are experienced R&D experts from a large Swedish organization in the transport industry. Findings The results indicate that the evaluation of Technology Development ideas is more complex due to the high degree of uncertainty and unpredictability. In contrast to the common one-step evaluation process of New Product Development ideas, the findings suggest a three-step evaluation process for Technology Development ideas. Due to the lack of knowledge and maturity when an idea is generated, this three-step evaluation enables a continuous reduction of uncertainty. In addition to this, the result of this study contributes with the suggestion to attribute a focus dimension for each Idea Management phase, which in consequence is helping firms to direct their evaluation resources. The findings are presented in a generic evaluation framework that leads organizations through the assessment process. Theoretical contribution The present study contributes to the literature with an improved understanding of TD idea evaluations by suggesting a rather internally use-oriented perspective as well as advances prior research through knowledge about the right timing for the use of evaluation criteria. Practical implications Irrespectively of the origin or focus of an idea, evaluation criteria are helping to direct Technology Development initiatives. By having evaluation criteria, defined as pertinent for each phase of Idea Management, Technology Development ideas can be assessed appropriately regarding their contextual circumstances. Originality The study is among the first that differentiates Idea Management for Technology Development from the one targeting New Product Development. This study suggests a framework that considers the stages and criteria necessary in the context of TechnologyDevelopment.
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Sousa, Gonçalo Oliveira Martins de. "Attracting investments from Germany to Portugal: a specific value-proposition for automotive suppliers." Master's thesis, NSBE - UNL, 2014. http://hdl.handle.net/10362/11813.
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A Work Project, presented as part of the requirements for the Award of a Masters Degree in Management from the NOVA – School of Business and EconomicsThis thesis work grounds on the investment relations of Portugal and Germany intending to provide investment promotion agencies a more comprehensive model and a more effective set of investment promotion tools. Particularly, it stresses how Portugal can attract more capital from Germany in a specific sub-sector – the automotive Tier1 suppliers industry (manufacturer who provides directly to a company without dealing with other manufacturers or a middleman). It builds on a very strong field work, based essentially on experts and top managers’ opinions of several different spheres. It is also structured around the collection of several case-studies’ insights and carefully designed questionnaires. A main finding is that one as to be realistic with regard to Portugal’s potential to attract investment. Investment promotion analysis shows that investment decisions depend first and foremost on the quality of a country’s business environment; investment promotion agencies can only bridge information gaps and mitigate biased perceptions by leveraging on a country’s strengths. It is offered several recommendations both at a more general and operational level. The need to improve a ‘suboptimal’ choice and prioritization of arguments and metrics or some important investment lead generation activities suggestions are just some examples, among others.
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Rocchetti, Giulia. "Definizione di un piano d'azione per l'aumento del win rate delle offerte di servizi post-vendita mediante ricerca di variabili di correlazione che ne influenzino il trend. Il caso ACMA." Master's thesis, Alma Mater Studiorum - Università di Bologna, 2019.
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Il progetto di tesi si occupa della definizione di un Action Plan, mediante l'applicazione del BPR, volto all'aumento dell'efficacia commerciale dei servizi di post-vendita di ACMA spa, azienda produttrice di macchine automatiche a media-alta velocità nel settore del packaging. Attraverso l'analisi delle performance misurate in termini di tasso di conversione da valore offerto a ordinato per le variabili rilevanti del mercato e l'analisi di correlazione tra di esse con il software Rapidminer, si è mappato il processo d'offerta scomponendolo in tutte le attività che lo compongono, rilevandone le criticità ed identificandone la causa-radice. Da qui la definizione delle azioni necessarie alla riprogettazione del processo in un ottica proattiva, secondo l'odierno orientamento del mercato di tipo customer-oriented, per la costruzione di una Value Proposition personalizzata al cliente: sviluppo del marketing relazionale, formazione, integrazione strategica del software CRM, ridefinizione della strategia d'offerta e sistematizzazione della metodologia di lavoro Si valuta infine il possibile impatto economico e organizzativo che l'implementazione dell'Action Plan apporterà al processo d'offerta sul lungo periodo.
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Starkhammar, Victoria, and Anna Neglén. "Managing the gaps between intended and enacted value propositions : A qualitative study exploring internal marketing in a retail context." Thesis, Umeå universitet, Företagsekonomi, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-137279.
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The fierce competition on the retail market has led firms to stop focusing on firm-customer transactions and start focusing on firm-customer relations. New customer demands makes it impossible for firms to gain a sustainable advantage by focusing only on their goods assortment. This forces retailers to consider the customer experience and differentiate themselves by how they offer what they offer. This have led to that many retail companies try to shape the behaviours and emotional displays of their frontline employees in encounters with customers. Many firms define customer service concepts as an attempt to create high quality customer experiences. However, a successful realisation of these concepts can be challenging. Service-Dominant Logic researchers argue that firms cannot single headedly create value but that it is co-created in the interaction with customers. Therefore, they can only create value propositions, which is a proposal for value co-creation based on an integration of products and services. Services marketing researchers emphasise the importance of internal marketing for enabling frontline employees to represent the firm in the interactive value-creating process with the customer. Prior research focuses on the customer-driven development of value propositions, and techniques to conduct internal marketing, but does not provide relevant theories about the realisation of value propositions or the implementation of these internal marketing techniques. This thesis conceptualise the human factor of the realisation of the value proposition with the concept of intended and enacted value propositions. The purpose was to develop a deeper understanding of how internal marketing can be used to manage the gaps between intended and enacted retail value propositions. This was addressed by investigating one of Sweden’s largest retail companies on commission. Since the company has requested to remain confidential, it will be called Anonymous Commission Company (ACC) in this thesis. The current study has answered the following research question: “How can the gaps between intended and enacted retail value propositions be managed through internal marketing?” The research question was answered through a qualitative study and in-depth interviews with both CS concept managers and frontline employees. The intended value proposition was investigated by a combination of ACC documents related to the CS concept, and interviews with the CS concept managers. By interviewing the frontline employees, their perceptions and enactment of the value proposition was investigated, as well as how they experience the current internal operations at ACC. The findings confirmed the proposed concept of intended and enacted value propositions, and four main barriers causing the gaps between them were identified through a thematic network analysis. Internal marketing theories were used to analyse how retail companies can overcome these barriers by engaging, enabling, empowering and ensuring their frontline employees. The thesis offer implications for retail managers on how they can manage the gaps between intended and the enacted value propositions. The study contributes to prior research by combining value proposition theories and internal marketing theories, and by offering detailed recommendations for retail firms. Furthermore, the study enriches the practical implications regarding retail value propositions and retail value proposition realisation.
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Alexander, Charles S. M. Massachusetts Institute of Technology. "Value proposition development of early stage computational fluid dynamics analysis in automotive product development." Thesis, Massachusetts Institute of Technology, 2009. http://hdl.handle.net/1721.1/47868.
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Thesis (S.M.)--Massachusetts Institute of Technology, System Design and Management Program, 2009.Includes bibliographical references (p. 63-64).
Concurrent engineering initiatives and the closely related principle of front-loading development processes - identifying and solving problems early rather than waiting for traditional development and test processes to uncover them - have been shown to be highly effective in improving product development performance. This often means shifting to new experimentation technologies that can be used much earlier in the development process than traditional technologies, delivering performance assessments much faster. Thus problems within new design ideas are exposed much sooner, allowing for cost-effective problem solving techniques without having to rewind significant parts of the development process. Front-loading accelerates innovation by permitting new ideas to be tested and refined faster than traditional techniques, allowing them to be incorporated into products without the risks often associated with the use of unproven ideas. Traditional methods might still be needed for fine-tuning a design, but new rapid-feedback technologies have demonstrated their value when used within their limitations. Front-loading has gained acceptance in many vehicle product development organizations, but one field in which it has not yet been introduced for early-stage design assessments and problem solving is air flow analysis. The earliest stages of design for a new vehicle focus largely on the shape and character of the vehicle's surfaces, which in turn have a significant influence on many aspects of the vehicle's performance.
(cont.) Thus the introduction of new experimentation technologies like Computational Fluid Dynamics (CFD) requires a great deal more consideration due to their impact on these critical early stages of product development, but the value of these methods and changes can be demonstrated. The resulting changes required in the development organization to support these methods - including preservation of important creative processes and a pragmatic view of the complexities of process change - are found to be complex but approachable given suitable motivation, realistic mindset and a holistic view.
by Charles Alexander.
S.M.
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Kyauk, Steven 1976. "Creating a value proposition for collaborative engineering systems within an application service provider model." Thesis, Massachusetts Institute of Technology, 2000. http://hdl.handle.net/1721.1/80966.
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Williams, Elizabeth. "Respect as a factor influencing the value proposition for low income consumers." Diss., 2013. http://hdl.handle.net/2263/40659.
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The purpose of this study was to explore the interaction between respect or disrespect and the customer value proposition, including identifying experiences of respect or disrespect, within the context of low income consumers. The study was conducted by means of exploratory research, applying the critical incident technique, whereby a positive and a negative experience in the marketplace was analysed for each low income participant.
The study showed that low income consumers value respect in the marketplace, and are typically prepared to pay a premium for respectful treatment. As regards disrespectful treatment, the study showed that low income consumers have a strong tendency to complain when faced with disrespect, and if this is not remedied, the low income consumer is extremely likely to not purchase from the relevant supplier then or in the future, regardless of price or convenience. This study also highlighted various actions or behaviour categories that low income consumers consider respectful or disrespectful within the marketplace.Dissertation (MBA)--University of Pretoria, 2013.
lmgibs2014
Gordon Institute of Business Science (GIBS)
MBA
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Williams, Patricia. "Respect as a factor influencing the value proposition for low income consumers." Diss., 2013. http://hdl.handle.net/2263/40590.
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The purpose of this study was to explore the interaction between respect or disrespect and the customer value proposition, including identifying experiences of respect or disrespect, within the context of low income consumers. The study was conducted by means of exploratory research, applying the critical incident technique, whereby a positive and a negative experience in the marketplace was analysed for each low income participant.
The study showed that low income consumers value respect in the marketplace, and are typically prepared to pay a premium for respectful treatment. As regards disrespectful treatment, the study showed that low income consumers have a strong tendency to complain when faced with disrespect, and if this is not remedied, the low income consumer is extremely likely to not purchase from the relevant supplier then or in the future, regardless of price or convenience. This study also highlighted various actions or behavior categories that low income consumers consider respectful or disrespectful within the marketplace.Dissertation (MBA)--University of Pretoria, 2013.
lmgibs2014
Gordon Institute of Business Science (GIBS)
MBA
Unrestricted
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Basch, Miguel Alves. "Sustainable entrepreneurship : does a sustainable value proposition increase consumers’ acceptance of a new service?" Master's thesis, 2017. http://hdl.handle.net/10400.14/25440.
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The main purpose of this study is to verify whether the communication of sustainable attributes for a new service increases the likelihood of adoption and consumers’ service evaluation. The hypotheses formulated were tested by means of a survey where participants evaluated the service based on different messages (sustainable vs. functional attributes). The results showed no significant difference in the type of information displayed on the likelihood of adoption or the evaluation of the service. The fact of including sustainable attributes in the value proposition did not increase individuals’ preferences towards the service. I discuss these findings and propose directions for future research.Este estudo tem como principal objectivo verificar se a comunicação dos atributos sustentáveis de um novo serviço aumenta as suas taxas de adopção e avaliação por parte dos consumidores. As hipóteses formuladas foram testadas através de um questionário no qual os inquiridos avaliaram um serviço com base em diferentes mensagens (atributos sustentáveis vs. funcionais). Os resultados mostraram não haver nenhum efeito significativo do tipo de informação exibido na adopção ou na avaliação do serviço. O facto de incluir atributos sustentáveis na sua proposta de valor não aumentou as preferências do indivíduo em relação ao serviço. Eu discuto estas conclusões e proponho direcções para estudos futuros.