A NOVEL FRAMEWORK FOR MODELING VALUE FOR THE CUSTOMER, AN ESSAY ON NEGOTIATION

dc.contributor.author João José Ferreira en
dc.contributor.author Susana Nicola en
dc.contributor.author Eduarda Pinto Ferreira en
dc.date.accessioned 2017-11-16T13:52:39Z
dc.date.available 2017-11-16T13:52:39Z
dc.date.issued 2012 en
dc.description.abstract This paper proposes a novel framework for modeling the Value for the Customer, the so-called Conceptual Model for Decomposing Value for the Customer (CMDVC). This conceptual model is first validated through an exploratory case study where the authors validate both the proposed constructs of the model and their relations. In a second step the authors propose a mathematical formulation for the CMDVC as well as a computational method. This has enabled the final quantitative discussion of how the CMDVC can be applied and used in the enterprise environment, and the final validation by the people in the enterprise. Along this research, we were able to con firm that the results of this novel quantitative approach to model the Value for the Customer is consistent with the company's empirical experience. The paper further discusses the merits and limitations of this approach, proposing that the model is likely to bring value to support not only the contract preparation at an Ex-Ante Negotiation en
dc.identifier.uri http://repositorio.inesctec.pt/handle/123456789/2595
dc.language eng en
dc.relation 726 en
dc.rights info:eu-repo/semantics/openAccess en
dc.title A NOVEL FRAMEWORK FOR MODELING VALUE FOR THE CUSTOMER, AN ESSAY ON NEGOTIATION en
dc.type article en
dc.type Publication en
Files