Research Catalog
Value merchants : demonstrating and documenting superior value in business markets
- Title
- Value merchants : demonstrating and documenting superior value in business markets / James C. Anderson, Nirmalya Kumar, James A. Narus.
- Author
- Anderson, James C., 1953-
- Publication
- Boston, Mass. : Harvard Business School Press, c2007.
Available Online
Items in the Library & Off-site
Filter by
1 Item
| Status | Format | Access | Call Number | Item Location |
|---|---|---|---|---|
Available - Can be used on site. Please visit New York Public Library - Schwarzman Building to submit a request in person. | Text | Use in library | JBE 08-386 | Schwarzman Building - General Research Room 315 |
Details
- Additional Authors
- Description
- xiii, 219 p. : ill.; 25 cm.
- Subjects
- Bibliography (note)
- Includes bibliographical references (p. [191]-195) and index.
- Contents
- Value merchants : doing business on demonstrably superior value -- Conceptualize value : focusing on what matters -- Formulate value propositions : identifying potentially valuable points of difference -- Substantiate value propositions : demonstrating and documenting superior value -- Tailor market offerings : creating naked solutions with options -- Transform the sales force into value merchants : selling on value, not price -- Profit from value provided : earning an equitable return -- Prospering in business markets : being a value merchant.
- Call Number
- JBE 08-386
- ISBN
- 9781422103357 (hardcover : alk. paper)
- 1422103358
- LCCN
- 2007017289
- OCLC
- 137324991
- Author
- Anderson, James C., 1953-
- Title
- Value merchants : demonstrating and documenting superior value in business markets / James C. Anderson, Nirmalya Kumar, James A. Narus.
- Imprint
- Boston, Mass. : Harvard Business School Press, c2007.
- Bibliography
- Includes bibliographical references (p. [191]-195) and index.
- Connect to:
- Added Author
- Kumar, Nirmalya.Narus, James A.
- Research Call Number
- JBE 08-386