Essays about: "vinita batra 2010 solutions to factors affecting sales"

Found 1 essay containing the words vinita batra 2010 solutions to factors affecting sales.

  1. 1. Customer Value Over price in the Battle for More Market share -a case study of Alfa Laval India Limited

    University essay from Göteborgs universitet/Graduate School

    Author : Vinita Batra; Jessica Lister; [2010-06-16]
    Keywords : Value creation; Value communication; Price; Price wars; Factors of value; Leveraging values; Market share; Emerging market;

    Abstract : To optimize performance and create competitive advantage, which ultimately leads to greater market share, firm knowledge and understanding of where customer value resides is of upmost importance. Theory indicates that price is a significant factor affecting purchasing decisions but is considered to be of lesser importance for long-term commitments between firms where other factors of customer value play a greater role. READ MORE