Customer asset orientation : Antecedents and consequences

Research output: Chapters, Conference Papers, Creative and Literary Works (RGC: 12, 32, 41, 45)32_Refereed conference paper (with ISBN/ISSN)Not applicablepeer-review

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Detail(s)

Original languageEnglish
Title of host publicationProceedings - ICSSSM'06: 2006 International Conference on Service Systems and Service Management
Pages60-66
Volume1
Publication statusPublished - 2007

Publication series

Name
Volume1

Conference

TitleICSSSM'06: 2006 International Conference on Service Systems and Service Management
PlaceFrance
CityTroyes
Period25 - 27 October 2006

Abstract

With the intensified competition and the changing roles of customers from passive purchasers towards active buyers, co-producers, co-creator of customer value and co-developer of core competences of firms, both managers and scholars tend to view customers as strategic asset. The research addresses three questions: 1) Why are some firms more customer asset oriented than others? 2) What effect does a customer asset orientation have on business performance? 3) Does the linkage between a customer asset orientation and business performance depend on environmental context? The findings based on evidence from China support most of hypotheses proposed in this research. ©2006 IEEE.

Research Area(s)

  • Business performance, Competition intensity, Customer asset orientation, Market orientation

Citation Format(s)

Customer asset orientation : Antecedents and consequences. / Wang, Yonggui; Yang, Zhilin.

Proceedings - ICSSSM'06: 2006 International Conference on Service Systems and Service Management. Vol. 1 2007. p. 60-66 4114409.

Research output: Chapters, Conference Papers, Creative and Literary Works (RGC: 12, 32, 41, 45)32_Refereed conference paper (with ISBN/ISSN)Not applicablepeer-review