Value Delivery Sequence

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Presentation transcript:

Value Delivery Sequence Choose the Value Provide the Value Communicate the Value Sourcing and Marketing Distribution Service Product/Service Development (Benefits/Price vs. Value Positioning Competition) Application Engineering Needed Assessment Customer Value Promotion PR Select Targets Advertising Pricing Selling Notes: Value = Benefit – price Benefit = Attribute(s) desirable to customer to customer (in customer’s eyes) Price = Total costs to customer (as perceived by customer) Superior perceived value = customer believes buying/using the product or service gives a net value superior (more positive) than alternative’s value h:\share\rabino\information and marketing strategy.ppt