Amazon cover image
Image from Amazon.com

Value merchants : demonstrating and documenting superior value in business markets / James C. Anderson, Nirmalya Kumar, James A. Narus.

By: Contributor(s): Material type: TextPublication details: Boston, Mass. : Harvard Business School Press, c2007.Description: xiii, 219 p. : ill. ; 25 cmISBN:
  • 9781422103357 (hardcover : alk. paper)
Subject(s): DDC classification:
  • 658.804 AND [ Shelf 80]
LOC classification:
  • 658.804 AND
Contents:
Value merchants : doing business on demonstrably superior value -- Conceptualize value : focusing on what matters -- Formulate value propositions : identifying potentially valuable points of difference -- Substantiate value propositions : demonstrating and documenting superior value -- Tailor market offerings : creating naked solutions with options -- Transform the sales force into value merchants : selling on value, not price -- Profit from value provided : earning an equitable return -- Prospering in business markets : being a value merchant.
Tags from this library: No tags from this library for this title. Log in to add tags.
Star ratings
    Average rating: 0.0 (0 votes)
Holdings
Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Reference Indian Institute Of Management, Shillong 658.804 AND [ Shelf 80] (Browse shelf(Opens below)) Not for loan 0004813

Includes bibliographical references (p. [191]-195) and index.

Value merchants : doing business on demonstrably superior value -- Conceptualize value : focusing on what matters -- Formulate value propositions : identifying potentially valuable points of difference -- Substantiate value propositions : demonstrating and documenting superior value -- Tailor market offerings : creating naked solutions with options -- Transform the sales force into value merchants : selling on value, not price -- Profit from value provided : earning an equitable return -- Prospering in business markets : being a value merchant.

There are no comments on this title.

to post a comment.
Copyright © 2026 Indian Institute of Management Shillong. All Rights Reserved.