Integrated value-in-use: looking for a new strategic orientation
Purpose of the paper: This paper proposes a framework based on the concept of value-in-use generation for both stakeholders and companies.
From a managerial perspective, value-in-use offers a useful tool to define strategies in the context of growing demand for corporate behaviours that demonstrate awareness and respect for the needs of all individuals.
Methodology: Theoretical paper.
Findings: The paper contributes to management studies by introducing a fresh insight on strategic analysis and through the concept of integrated value-in-use proposes an alternative model to interpret reality, which integrates the perspectives of management and marketing.
Research limits: The main limits of this paper are its theoretical nature and lack of empirical research.
Practical implications: This paper contributes to managerial practices by proposing a framework to support strategic analysis and positioning choices within markets and networks.
Originality of the paper: This paper contributes to the debate on business strategy by providing the innovative concept of “integrated value-in-use” as a criterion for business choices, especially strategic ones.
ANDERSON J.C., HAKANSSON H., JOHANSON J. (1994), “Dyadic business relationships within a business network context”, Journal of Marketing, vol. 58, n. 4, pp. 1-15.
ANDREWS K.R. (1971), The concept of corporate strategy, Homewood, Irwin, Illinois.
ANSOFF H.I. (1965), “The Firm of the Future”, Harvard Business Review, vol. 43, n. 5, pp. 162-174.
AXELSSON B. (1992), “Corporate Strategy Models and Networks - Diverging Perspectives”, Eds. Axelsson B., Easton G., in Industrial Networks: A New View of Reality, Routledge, London, UK, pp. 184-204.
BACCARANI C. (1991), “Qualità e governo dell’impresa”, Quaderni di Sinergie, n. 7, pp. 37-56
BAIN J.S. (1956), Barriers to New Competition, Cambridge, Harvard University Press, MA.
BARALDI E., BRENNAN R., HARRISON D., TUNISINI A., ZOLKIEWSKI J. (2007), “Strategic thinking and the IMP approach: A comparative analysis”, Industrial Marketing Management, vol. 36, n.7, pp. 879-894.
BARNEY J.B. (1991), “Firm resources and sustained competitive advantage”, Journal of Management, vol. 17, n. 1, pp. 99-120.
BUSACCA B., BERTOLI G. (2012), Customer value: soddisfazione, fedeltà, valore, Egea, Milano.
CAMARINHA-MATOS L.M. (2009), “Collaborative networked organizations: Status and trends in manufacturing”, Annual Reviews in Control, vol. 33, n. 2, pp. 199-208.
CAVES R.E., PORTER M.E. (1977), “From entry barriers to mobility barriers: Conjectural decisions and contrived deterrence to new competition”, The Quarterly Journal of Economics, vol. 91, n. 2, pp. 241-261.
CHANDLER JR. A.D. (1962), Strategy and Structure, Chapters in the History of the American Industrial Enterprise, Mit Press, Cambridge.
CHEN S.S., MONROE K.B., LOU Y., (1998),”The effects of framing price promotion messages on consumers’ perceptions and purchase intentions”, Journal of Retailing, vol. 74, n. 3, pp. 353-372.
COLURCIO M., EDVARDSSON B., CARIDÀ A. (2014), “Resource integration in innovation processes: a literature review”, Proceedings of the 5th International Conference on Applied Human Factors and Ergonomics AHFE 2014, Kraków, Poland 19-23 July 2014, Edit by Ahram T., Karwowski W. and Marek T..
COSTABILE M. (1996), Misurare il valore per il cliente, Utet, Torino.
CROOM S., ROMANO P., GIANNAKIS M. (2000), “Supply chain management: an analytical framework for critical literature review”, European Journal of Purchasing and Supply Management, vol. 6, n. 1, pp. 67-83.
DODDS W.B., MONROE K.B., GREWAL D. (1991), “Effects of price, brand, and store information on buyers’ product evaluations”, Journal of marketing research, vol. 28, n. 3, pp. 307-319.
EDVARDSSON B., TRONVOLL B., GRUBER T. (2011), “Expanding understanding of service exchange and value co-creation: a social construction approach”, Journal of the Academy of Marketing Science, vol. 39, n. 2, pp. 327-339.
FORD D., MOUZAS S. (2008), “Is there any hope? The idea of strategy in business networks”, Australasian Marketing Journal, vol. 16, n. 1, pp. 64-75.
FREEMAN R.E. (1994), “The politics of stakeholder theory: Some future directions”, Business ethics quarterly, vol. 4, n. 4, pp. 409-421.
GRANT R.M. (1991), “The Resource-Based Theory of Competitive Advantage: Implications for Strategy Formulation”, California Management Review, vol. 33, n. 3, pp. 114-135.
GRÖNROOS C. (2008), “Service logic revisited: who creates value? And who co-creates?”, European Business Review, vol. 20, n. 4, pp. 298-31.
GUATRI L. (1991), La teoria di creazione del valore, Egea, Milano.
GULATI R., GARGIULO M. (1999), “Where do interorganizational networks come from?”, American Journal of Sociology, vol. 104, n. 5, pp. 1439-1493.
GUMMESSON E. (2011), Total relationship marketing, Butterworth-Heinemann, London.
HÅKANSSON H., JOHANSON J. (1992), “A model of industrial networks”, in Axelsson B., Easton G., (eds), Industrial Networks: A New View of Reality, Routledge, London, pp. 28-34.
HÅKANSSON H., SNEHOTA I. (1989), “No Business is an Island: The Network Concept of Business Strategy”, Scandinavian Journal of Management, vol. 4, n. 3, pp. 187-200.
HÅKANSSON H., SNEHOTA I. (1995), Developing relationships in business networks, International Thomson Press, Boston.
HAMEL G., PRAHALAD C.K. (1989), “Strategic intent”, Harvard Business Review, May-June, pp. 63-76.
HAX A.C., MAJLUF N.S. (1996), The strategy concept and process, Prentice Hall, Upper Saddle River, NJ.
HOLBROOK M.B. (1999), Consumer value: a framework for analysis and research, Psychology Press, Hove United Kingdom.
HUNT M.S. (1972), Competition in the major home appliance industry, 1960-1970, Harvard University.
JACQUEMIN A.P., DE JONG H.V. (1977), European Industrial Organization, MacMillan, London.
JARILLO J.C. (1988), “On strategic networks”, Strategic Management Journal, vol. 9, n. 1, pp. 31-41.
KIM L., LIM Y. (1988), “Environment, generic strategies, and performance in a rapidly developing country: A taxonomic approach”, Academy of Management Journal, vol. 31, n. 4, pp. 802-827.
KNIGHT J.A. (1998), Value based management: Developing a systematic approach to creating shareholder value, McGraw-Hill, New York.
LAI A.W. (1995), “Consumer values, product benefits and customer value: a consumption behavior approach”, Advances in Consumer Research, vol. 22, n. 1, pp. 381-381.
LEARNED E.P., CHRISTENSEN C.R., ANDREWS K.R., GUTH W.D. (1969), Business Policy: Text and Cases, Homewood, Irwin, IL.
LORENZONI G., BADEN FULLER C. (1995), “Creating a Strategic Center to Manage a Web of Partners”, California Management Review, vol. 37, n. 3, Spring.
MARTIN J.D., PETTY J.W. (2001), Value based management: The Corporate response to the shareholder revolution, Oxford University Press.
MASON E.S. (1939), “Price and production policies of large-scale enterprise”, The American Economic Review, vol. 29, n. 1, pp. 61-74.
MATTSSON L.G., JOHANSON J. (1992), “Network positions and strategic action: an analytical framework”, in Axelsson B., Easton G. (Eds.), Industrial networks. A new view of reality, Routledge, London, pp. 205-217.
MAUBORGNE R., KIM W.C. (2005), Blue Ocean Strategy-How to Create Uncontested Market Space and Make Competition Irrelevant, Mass, Harvard Business School Press., Boston.
MÖLLER K.K., HALINEN A. (1999), “Business relationships and networks: Managerial challenge of network era”, Industrial Marketing Management, vol. 28, n. 5, pp. 413-427.
MYERS J. (2006), “Future value systems: Next generation economic growth engines & manufacturing”, in Choi B.W., Nagy D. (Eds.), IMS vision forum, IMS International, Seoul.
MENTZER T., DEWITT W., KEEBLER J.S., MIN S., NIX N.W., SMITH C.D., ZACHARIAZ G., (2001), “Defining Supply Management”, Journal of Business Logistics, vol. 22, n. 2, pp. 1-25.
NONAKA I., TAKEUCHI H. (1995), The knowledge creating company, Oxford, NY.
NORMANN R. (2001), Reframing business: When the map changes the landscape, John Wiley & Sons, Chichester.
NORMANN R., RAMIREZ R. (1992), “From value chain to value constellation: Designing interactive strategy”, Harvard Business Review, vol. 71, n. 4, pp. 65-77.
OLSON J.C., REYNOLDS T.J. (1983), “Understanding consumers’ cognitive structures: implications for advertising strategy”, (edited by Percy L., Woodside A.), Advertising and consumer psychology, Massachusetts Lexington Books, pp. 77-90.
PENROSE E.T. (1959), The Theory of Growth of the Firm, Basil Blackwell, London.
PERRINI F., POGUTZ S., TENCATI A. (2006), “Corporate social responsibility in Italy: State of the art.”, Journal of Business Strategies, vol. 23, n. 1, p. 65.
PETER J.P., OLSON J.C., GRUNERT K.G. (1999), Consumer behavior and marketing strategy (pp. 122-123), McGraw-Hill, London.
PETERAF M.A. (1993), “The cornerstones of competitive advantage: A resource-based view”, Strategic Management Journal, vol. 14, n. 3, pp. 179-191.
PORTER M.E. (1980), Competitive strategy: Techniques for analyzing industries and competition, Free Press, New York.
PORTER M.E., KRAMER M.R. (2011), “Creating shared value”, Harvard Business Review, vol. 89, n. 1/2, pp. 62-77.
RAPPAPORT A. (1998), Creating shareholder value. (2 ed), Free Press, New York.
REYNOLDS T.J., OLSON J.C. (Eds.), (2001), Understanding consumer decision making: The means-end approach to marketing and advertising strategy, Psychology Press.
REYNOLDS T.J., WHITLARK D.B. (1995), “Laddering data to communications strategy and advertising practice”, Journal of Advertising Research, vol. 35, n. 4, pp. 9-18.
ROKEACH M. (1973), The nature of human values (Vol. 438), Free press, New York.
SCHERER F.M. (1980), Industrial Market Structure and Economic Performance, Houghton Mifflin, Boston.
SCHWARTZ S.H. (2006), “Basic human values: Theory, measurement, and applications”, Revue française de sociologie, vol. 47, n. 4, pp. 249-288.
STAMPACCHIA P. (2013), Le imprese nelle reti del valore - Nuove basi metodologiche per la gestione. Vol. I, Liguori, Napoli.
STAMPACCHIA P. (2014), Le imprese nelle reti del valore - Strategie e processo di direzione. Vol. II, Liguori, Napoli.
STAMPACCHIA P., COLURCIO M., EDVARDSSON B., COPPOLA M. (2015), “Value in use and in (social) context. Analysing how social actors co-create value” in Proceedings of “The 2015 Naples Forum on Service”, ISBN: 979-12-200-0486-2.
STAMPACCHIA P., RUSSO SPENA T. (2009), “Management in a network context: a new model”, Quaderni di Sinergie, n. 16, pp. 245-268.
STEWART G.B. (1991), The quest for value, NY, Harper Business.
TEECE D.J., PISANO G., SHUEN A. (1997), “Dynamic capabilities and strategic management”, Strategic Management Journal, vol. 18, n. 7, pp. 509-533.
TENCATI A., POGUTZ S. (2015), “Recognizing the limits: Sustainable development, corporate sustainability and the need for innovative business paradigms”, Sinergie, vol. 33, n. 96, pp. 37-55.
TENCATI A., ZSOLNAI L. (2009), “The collaborative enterprise”, Journal of Business Ethics, vol. 85, n. 3, pp. 367-376.
TIKKANEN J., HALINEN A. (2003), “Network Approach to Strategic Management - Exploration to the Emerging Perspective”, Paper presented at the 19th IMP Conference, Lugano.
VAN WEELE A.J. (2005), Purchasing and Supply Chain Management: Analysis, Planning and Practice, Thomson International, London.
VARGO S.L. (2008), “Customer integration and value creation Paradigmatic Traps and Perspectives”, Journal of Service Research, vol. 11, n. 2, pp. 211-215.
VARGO S.L., LUSCH R.F. (2004b), “The four services marketing myths: Remnants from a manufacturing model”, Journal of Service Research, vol. 6, n. 4, pp. 324-335.
VARGO S.L., LUSCH R.F. (2004a), “Evolving to a new dominant logic for marketing”, Journal of Marketing, vol. 68, n. 1, pp. 1-17.
VARGO S.L., LUSCH R.F. (2008), “Service-dominant logic: continuing the evolution”, Journal of the Academy of Marketing Science, vol. 36, n. 1, pp. 1-10.
VARGO S.L., MAGLIO P.P., AKAKA M.A. (2008), “On value and value co-creation: A service systems and service logic perspective”, European Management Journal, vol. 26, n. 3, pp. 145-152.
WANG Y., PO LO H., CHI R., YANG Y. (2004), “An integrated framework for customer value and customer-relationship-management performance: a customer-based perspective from China”, Managing Service Quality: An International Journal, vol. 14, n. 2/3, pp. 169-182.
WERNERFELT B. (1984), “A Resource-based view of the firm”, Strategic Management Journal, vol. 5, n. 2, pp. 171-180.
WOODRUFF R.B. (1997), “Customer value: the next source for competitive advantage”, Journal of the academy of marketing science, vol. 25, n. 2, pp. 139-153.
WOODRUFF R.B., GARDIAL S. (1996), Know your customer: new approaches to customer value and satisfaction, Blackwell Business, Cambridge, MA.
ZAHEER A., GULATI R., NOHRIA N. (2000), “Strategic networks”, Strategic Management Journal, vol. 21, n. 3, p. 203.
ZEITHAML V.A. (1988), “Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence”, Journal of Marketing, vol. 52, n. 3, pp. 2-22.