Accommodating customers delivery needs
More by this author Technology entrepreneurs must create value for customers in order to generate revenue.This article examines the dimensions of customer value creation and provides a framework to help entrepreneurs, managers, and leaders of open source projects create value, with an emphasis on businesses that generate revenue from open source assets. Woodruff’s (1997) definition of customer value is widely cited and encompasses most interpretations of customer value. To be willing to pay, a customer must derive value from a market offer. The term may mean low price, receiving what is desired, receiving quality for what is paid, or receiving something in return for what is given (Zeithaml, 1988).The definition above suggests that there are two aspects to customer value: desired value and perceived value.Desired value refers to what customers desire in a product or service.The proposed framework focuses on a firm's pre-emptive...Research on open source software (OSS) has examined value creation primarily from the perspective of the individuals and suppliers that create the software.
An entrepreneurial firm must deliver value along the dimensions that matter most to its customers.For example, from a customer's perspective, the value of a cup of coffee enjoyed with a friend at a coffee shop might be greater than the value of a take-out cup of coffee.While the monetary cost of the cup of coffee in both cases might be the same, the value the customer extracts is different.Anticipating needs also provides opportunities for personal and professional growth.A business that takes the extra step of anticipating and providing for an obvious corollary need can generate loyal, repeat customers; and even a humble clerk who is alert to the needs of the customer standing in front of them is sure to advance.