Decentralized service providers specialize on contributing their core competency to an overall goal. This paper focuses on the strategic behavior of service providers within Service Value Networks. We present an abstract model as a formalization of a service value network. The model comprehends an auction-based mechanism design to allocate multiattribute service offers within the network and to...

When a firm implements analytical CRM, the value of a customer is assessed by profitability analysis. In a sense, a firm retains profitable customers but “fires” unprofitable ones. In this paper, we show that this typical customer selection strategy is not appropriate for a firm of goods and services that exhibit network externalities because of the strategic network value of unprofitable custo...

The strategic marketing planning process flows from a mission and vision statement to the selection of target markets, and the formulation of specific marketing mix and positioning objective for each product or service the organization will offer. Leading authors like Kotler present the organization as a value creation and delivery sequence. In its first phase, choosing the value, the strategis...

the future of contested strategic competitions in the indian ocean the indian ocean has received new attention in recent years because of its economic and strategic importance. the region is seen as a theatre for great power rivalries mainly between the united states, china, and india. in this regard, this paper assesses how the indian ocean region is coping with the challenges of global powers...

We examine a solution concept, called the “value,” for n-person strategic games. In applications, the value provides an a-priori assessment of the monetary worth of a player’s position in a strategic game, comprising not only the player’s contribution to the total payoff but also the player’s ability to inflict losses on other players. A salient feature is that the value takes account of the co...

The concept of strategic sourcing recognizes that procurement is not just a cost function, but supports the firm’s effort to achieve its long-term objectives. Organizations more and more expect from their chief procurement officer (CPO) to develop long-term and short-term plans in procurement. Typically, however, procurement is driven by a tactical spend management sourcing process aimed at cos...