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2. Using Boundless Presentations The Appendix The appendix is for you to use to add depth and breadth to your lectures. You can simply drag and drop slides from the appendix into the main presentation to make for a richer lecture experience. Free to edit, share, and copy Feel free to edit, share, and make as many copies of the Boundless presentations as you like. We encourage you to take these presentations and make them your own. Free to share, print, make copies and changes. Get yours at www.boundless.com Boundless Teaching Platform Boundless empowers educators to engage their students with affordable, customizable textbooks and intuitive teaching tools. The free Boundless Teaching Platform gives educators the ability to customize textbooks in more than 20 subjects that align to hundreds of popular titles. Get started by using high quality Boundless books, or make switching to our platform easier by building from Boundless content pre-organized to match the assigned textbook. This platform gives educators the tools they need to assign readings and assessments, monitor student activity, and lead their classes with pre-made teaching resources. Get started now at: If you have any questions or problems please email: educators@boundless.com http://boundless.com/teaching-platform

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4. Competition Based on Value The Development of Value-Driven Firms Value-Based Marketing Introduction to Marketing > Value-Based Marketing Free to share, print, make copies and changes. Get yours at www.boundless.com www.www/boundless.com/marketing?campaign_content=book_36_section_21&campaign_term=Marketing&utm_campaign=powerpoint&utm_me dium=direct&utm_source=boundless

5. Free to share, print, make copies and changes. Get yours at www.boundless.com Appendix

6. Key terms customer value mapping A method of measuring how you are doing in general and how you are doing in comparison to your competitors by matching the cost of your product with the benefits your customers receive for it. supply chain A supply chain is a system of organizations, people, technology, activities, information, and resources involved in moving a product or service from the supplier to the customer. Supply chain activities transform natural resources, raw materials, and components into a finished product that is delivered to the end customer. Total Customer Value Management Total Customer Value Management represents migration from product orientation to customer orientation. This required implementing a customer focused vision that meant a major shift in companies' strategic thinking, often including radical move from product or price as the basis for competition to process or service value, resulting in the concept Total Customer Value Management (CVM) Total market offering "total market offering" includes the reputation of the organization, staff representation, product benefits, and technological characteristics as compared to competitors' market offerings and prices. Free to share, print, make copies and changes. Get yours at www.boundless.com Introduction to Marketing

7. Value Model This image shows how value creation is tied to cost and revenue. Free to share, print, make copies and changes. Get yours at www.boundless.com Wikimedia. "Value Model." CC BY-SA http://commons.wikimedia.org/wiki/File:Value_Model.png View on Boundless.comCC BY-SAhttp://commons.wikimedia.org/wiki/File:Value_Model.pngView on Boundless.com Introduction to Marketing

8. Free to share, print, make copies and changes. Get yours at www.boundless.com Introduction to Marketing What is the most important thing to evaluate when deciding if a shift to a competition based on value marketing perspective has been achieved? A) If the company's focus has shifted to a customer-centric vision. B) If the company's customer strategy is based upon an accurate understanding of customer's needs and wants. C) The transition from product orientation to customer orientation is complete. D) How the company's name, employees, products, customer service price/value ratio and technological ability compares to that of its competitor.

9. Free to share, print, make copies and changes. Get yours at www.boundless.comwww.boundless.com Boundless - LO. "Boundless." CC BY-SA 3.0 http://www.boundless.com/CC BY-SA 3.0http://www.boundless.com/ Introduction to Marketing What is the most important thing to evaluate when deciding if a shift to a competition based on value marketing perspective has been achieved? A) If the company's focus has shifted to a customer-centric vision. B) If the company's customer strategy is based upon an accurate understanding of customer's needs and wants. C) The transition from product orientation to customer orientation is complete. D) How the company's name, employees, products, customer service price/value ratio and technological ability compares to that of its competitor.

10. Free to share, print, make copies and changes. Get yours at www.boundless.com Introduction to Marketing Which of the following is an example of a Total Customer Value Management (CVM) requirement? A) Adjusting all company operations to relate to and become customer centric as well as collecting feedback on the customer experience from up and down the company's chain of command. B) Listening to customer feedback about what works and does not work for them and then making the changes to reflect customer wishes. C) Making certain anyone in the company that has contact with the customer perform at a consistent level and are properly trained. D) All of these answers.

11. Free to share, print, make copies and changes. Get yours at www.boundless.comwww.boundless.com Boundless - LO. "Boundless." CC BY-SA 3.0 http://www.boundless.com/CC BY-SA 3.0http://www.boundless.com/ Introduction to Marketing Which of the following is an example of a Total Customer Value Management (CVM) requirement? A) Adjusting all company operations to relate to and become customer centric as well as collecting feedback on the customer experience from up and down the company's chain of command. B) Listening to customer feedback about what works and does not work for them and then making the changes to reflect customer wishes. C) Making certain anyone in the company that has contact with the customer perform at a consistent level and are properly trained. D) All of these answers.

12. Attribution Wikipedia. "Total market offering." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Total%20market%20offeringCC BY-SA 3.0http://en.wikipedia.org/wiki/Total%20market%20offering Wiktionary. "supply chain." CC BY-SA 3.0 http://en.wiktionary.org/wiki/supply+chainCC BY-SA 3.0http://en.wiktionary.org/wiki/supply+chain Wikipedia. "Total Customer Value Management." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Total_Customer_Value_ManagementCC BY-SA 3.0 http://en.wikipedia.org/wiki/Total_Customer_Value_Management Wikipedia. "Value (marketing)." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Value_%2528marketing%2529CC BY-SA 3.0http://en.wikipedia.org/wiki/Value_%2528marketing%2529 Wikipedia. "Total Customer Value Management." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Total%20Customer%20Value%20ManagementCC BY-SA 3.0 http://en.wikipedia.org/wiki/Total%20Customer%20Value%20Management Boundless Learning. "Boundless." CC BY-SA 3.0 http://www.boundless.com//marketing/definition/customer-value-mappingCC BY-SA 3.0http://www.boundless.com//marketing/definition/customer-value-mapping Wikipedia. "Total Customer Value Management." CC BY-SA 3.0 http://en.wikipedia.org/wiki/Total_Customer_Value_ManagementCC BY-SA 3.0 http://en.wikipedia.org/wiki/Total_Customer_Value_Management Free to share, print, make copies and changes. Get yours at www.boundless.com Introduction to Marketing