Strategy Orientating And Strategy Selecting For A Firm Based On Customer Value Analyzing

The operation and management of a firm completely depended on customer's desire, thus providing appropriate products that customer desired and satisfying them as possible as a firm could lay down the foundation of existence and development of the firm. The unique and genuine strategic means for a firm is that the firm should create and deliver satisfactory Customer Value to customers, which aims at winning satisfaction and loyalty of them. Analysis of Customer Value is also the foundation of Strategy Analyzing and Strategy Selecting.Based on former research relating to Customer Value, this article first proposes three new concepts, i.e. Customer Expecting Value (CEV), Designed Value (DV), Decisive Customer Value (DCV). Then expounds different implication of several fundamental concepts and distinguishes correlation one another such as, Customer Expecting Value (CEV), Customer Perceived Value (CPV), Customer Perceived Cost (CPC) and Decisive Customer Value (DCV). Furthermore puts forward a dynamical model of Customer Value Analyzing which integrates several important variables as follow, CEV, DV, CPV, CPC, P, DCV. NCV, C, π . Finally, explains the principal connotation and potential significance that it contains.Combining analysis of the concept of whole product with analysis of Customer Consumption Cycle, this article also provides list of a table, which integrates both the performance of customers and the performance of firm. Sorts of factors that decide or influence Net Customer Value (NCV) are generalized from two basic aspects and a new three-division method is further put forward to analyzing the factors that have impact on NCV directly or indirectly.Customer Value Analyzing is the basis of Firm's Strategy Analyzing. Customer Orientating, Customer Value Orientating and Customer Value Strategy Selecting are all based on the profound analysis of Customer Value, which is also the premiers that firm meets customer's satisfaction and gains the customer's loyalty.Generally, there are two underlying ways for a firm to offer or deliver NetCustomer Value (NCV) as much as possible through increasing Customer Perceived Value (CPV) or decreasing Customer Perceived Cost (CPC). Firm can also provides kinds of combinations between increasing Customer Perceived Value (CPV) and decreasing Customer Perceived Cost (CPC) on the condition of delivering the equal Net Customer Value (NCV). The ability to deliver satisfactory Customer Value by firm and varieties of factors should be taken into consideration during the Orientation of Customer Value by the firm, which is also on the control of the relationship of NCV and π.Customer Value Strategy is made up of three basic strategies as follow, differentiating in critical factors of CPV or combining various factors of CPV, gaining advantage over decreasing CPC, forestalling in delivering Customer Value. The conception of Customer Value Strategy deepens, broadens and transcends the connotation of theory of traditional strategy. In fact, Customer Value Strategy can be partly regarded as result of broadening and embodying and enlarging of contents of basic Competition Strategy summarized by M · Porter before.