COMPETITIVE ADVANTAGE

Managing Value for Competitive Advantage



What is customer value?

Through its products and services, the value of the brand and relationship, the company provides to customers, clients and the value of the company's profits in the cast of currents, rational working capital, plus other customer pluses. They continue to promote the establishment of customer value management cycle (CVMC), which provides an integrated approach to effectively optimize the cycle management concept. This dual concept of customer value is a dynamic concept, evolved over time. It can be a source of sustainable strategic advantage, if the extension of the customer values chain and its relationship with the seller to understand and reflect the work of Said and other combination of office work in the Potter and Development. This is the extensive research, and for many of the agenda. (Anderson, et al., 2006)

This dynamic relationship, can support and high quality technology, the most appropriate information and customer-oriented (including high-quality accounting information) robust indicators of refining. This is our long-term profitable customers and potential to become the organization's sustainable competitive advantage of the power source of facilities. The purpose of successful organizations is to maximize the value of receiving the company's customers and maximize profits for the seller than the total customer life cycle.

Why customer value is important?

Customer Value (CV) is customer satisfaction and customer relationship management to create the interaction, it is the value from the seller to purchase and use of products or services, or both combined, customer interests.

In order to maximize long-term economic returns of companies, creating value for customers and must be managed so in the same direction as customer profitability. In essence, this requires the information for our customers is our most profitable, how do we meet their needs, how do we achieve and maintain our valuable customers, and how we can reduce or stop into their profit Customer transactions. (Mitchell, et al., 2009)

Finally, how do we identify and division, to support the complex agenda of our marketing, advertising and related costs, that is, our total expenditure. This complex behavior is called 'interactive approach', a strategic source of competitive advantage, which depends on the company's ability to effectively integrate - the individual analysis of customer-oriented, positive and rapid response, each customer Needs, long-term customer value management and customer power.

Who will benefit from managing customer value? In essence, all stakeholder groups in the optimized medium and long-term return of the company interest. This includes in-house, board members, marketing, customer relationship management, planning, IT systems and supplier management, finance manager; and external, which includes the shareholders and society. The next section will focus on customer value, its management and customer-centered systems (including accounting information systems) and in the future the concept of customer value analysis. A customer-centric organization will be considered based on the concept of customer-driven metrics and event-driven contemporary new concept of information. (Vandekerckhove, 2006)

The Customer Value Management Cycle (CVMC)

Recently published guidelines for management accounting 'customer value management' (2007) provides a model to help management accountants and other professionals ...