Built Based On Customer Value And Enterprise Core Competencies

With the coming of the concept of "customer-orientation",there appears in marketing the tendency of the change of concept from customer satisfaction or customer loyalty to customer value. The concept of customer value is being considered as a new source for enterprise to have an advantage in competition, and the customer value strategy is an important part of development strategy. The continuous development of science and technology, especially the rapid development of information industry, is forcing enterprise to weight its competitive to make a customer value strategy suitable to different customer categories and set up a self-proposing system by conforming with and adjusting to its resources within and without and exploiting its specific techniques, assets and reputation to provide customers with unique values which are unimitable to its competitive adversaries 'reach. The dissertation consists of six parts. Chapter 1 is introduction, which put forward the background, meaning and the historical origins of custome value study. Chapter 2 present the produce and development of the theory of core competence, make the groundwork of the coming discussion.Chapter 3 dedicates to the customer value concept. The paper incorporates this chapter simply because there are many disagreements on the concept. Based on literature review, this chapter refines the customer value characteristics , and concludes the commonness.Chapter 4 analyse the reciprocity of customer value and core competence and present that the consanguineous relationship between them. The customer value can guide and improve the development of core competence. And core competence should make the basic and pretect the development of customer value. The relationship is crucial to the sustaining competence adventage.Chapter 5 reviews the researches on customer value exploring and measurement, points out that the tasks of customer value exploring and measurement are to disclose the components of customer value and to determine the importance of every components. Furthermore, the dissertation demonstrates the application of the method system by an empirical research about diesel engine customer value exploring and measurement. And that this chapter sets a fuzzy synthetically evaluating model upon fuzzy mathematics in order to refine the crucial factors of customer value.Chapter 6 study the methods of constructing the core competence on the basic of customer value. And that this chapter institutes the strategy of enhancing the customer. The strategy needed the innovation of the company to shape the system to hold up the customer value strategy.