Title: Limits to growing customer value: Being squeezed between the past and the future
Authors: Logman, Marc # ×
Issue Date: 2013
Publisher: Elsevier Advanced Technology Publications
Series Title: Business Horizons vol:56 issue:5 pages:655-664
Abstract: Marketing managers often have to balance between marketing exploitation strategies (reaping value from what already is known) and marketing exploration strategies (reaping value from new sources). However, do marketing strategies once
exploited or explored in a certain way or direction leave enough potential for further exploration? Based on the various cases of Apple, Alpro, Intel, Nutella, Patagonia, and Ryanair, this article shows that several risks and limits come into play when trying to answer this question. Companies may get squeezed between the past and the future
while facing the pressure of temporal consistency driven by past behavior and experiencing the limits of future growth in the dominant customer value drivers.
To counter this problem, companies often start integrating new value drivers in their story, leading to other risks, such as incompatibility with existing drivers. The cases
discussed in this article reveal that companies may have to accept more sacrifices in order to increase returns within their growth trajectory. Value engineering will become a crucial discipline for companies to survive in many industries. This article gives a step-by-step approach on how to implement this in an organization.
ISSN: 0007-6813
Publication status: published
KU Leuven publication type: IT
Appears in Collections:Research Centre for Marketing and Consumer Science, Leuven
Department of Marketing and Organisation Studies (MO), Leuven - miscellaneous
× corresponding author
# (joint) last author

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