哈利法客户价值模型与价值的本质研究论文_营销模型论文怎么写

The Nature of Value
哈利法客户价值模型与价值的本质研究

Customer value can be considered either as a pre or post-purchase con-struct and involves a comparison between perceived benefit and perceived sacrifice (Monroe, 1991 in Ravald and Gr¨onroos, 1996).

客户价值可以看作是购买前后客户对收到的好处以及不满的比较。（门罗在Ravald和Gr¨onroos，1996年，1991年）

Khalifa (2004) synthesize literature on models of customer http://www.ukassignment.org/scyxgl/ value into three main types: Value Components, Utilitarian (benefit/cost) and Means-ends models. In a model that integrates the three different perspectives Khalifa argues that the different approaches are highly complementary as they analyse configurations of the same phenomenon.

Interesting solutions to capture customer value are the models by (Heskettet al., 1997)
有趣的解决方案，以捕捉客户价值模型（Heskettet人，1997年）。
R + P QP + C(2.1)

CPQ = Core product quality;
SQ = Supplemental quality;
EQ = Experiential quality;
MC = Monetary cost;
NMC = Non-monetary costs.

Lanning (2000) formula 2.2, distinguishes between different perception of quality that customers weight to determine value: the core product quality,the supplemental quality, and the experiential quality..
兰宁（2000）公式2.2，客户体重来确定价值的核心产品质量，补充的品质，质量和体验质量区分不同的看法..

CP Q + SQ + EQMC + NMC(2.2)

CPQ = Core product quality;
EQ = Experiential quality;
SQ = Supplemental Quality;
MC = Monetary cost;
NMC = Non-monetary costs.

哈利法（2004年）合成文学上的客户价值模型主要分为三个类型：价值构成，功利主义（效益/成本）和手段 - 目的模式。在模型中，集成了三个不同的角度哈利法认为，不同的方法有很强的互补性配置同样的现象进行分析。

In his model Khalifa recognises that the role of frontline employees ingenerating customers value becomes key. Frontline Employees should be focused on human interaction skills such as ‘genuine caring, empathy, andsensitivity to customers’ changing needs’.

在他的模型中，哈利法承认的的一线员工ingenerating客户值成为关键的作用。一线员工应集中在人际交往技能，如“真正的关怀，同理心，和灵敏度的客户不断变化的需求”。

The recognition of the relationship value, between the customer and the service provider, is very important for UK HEI. For example after terminat-ing their studies students can collaborate in and sponsor university research projects or provide employment networking opportunities to university grad-uates. In the same way alumni can have access to the career service office and be referenced by their program administrators.

关系价值的认可，与客户之间的服务提供商，是非常重要的英国HEI。例如，在终止学业的学生可以合作和赞助大学研究项目或大学毕业业生提供就业网络的机会。以同样的方式校友的职业服务办公室和被引用的程序管理员。