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[{"key": "dc.contributor.advisor", "value": "Lepp\u00e4niemi, Matti", "language": "", "element": "contributor", "qualifier": "advisor", "schema": "dc"}, {"key": "dc.contributor.author", "value": "Kauppinen, Anna", "language": "", "element": "contributor", "qualifier": "author", "schema": "dc"}, {"key": "dc.date.accessioned", "value": "2019-06-05T12:21:23Z", "language": null, "element": "date", "qualifier": "accessioned", "schema": "dc"}, {"key": "dc.date.available", "value": "2019-06-05T12:21:23Z", "language": null, "element": "date", "qualifier": "available", "schema": "dc"}, {"key": "dc.date.issued", "value": "2019", "language": "", "element": "date", "qualifier": "issued", "schema": "dc"}, {"key": "dc.identifier.uri", "value": "https://jyx.jyu.fi/handle/123456789/64376", "language": null, "element": "identifier", "qualifier": "uri", "schema": "dc"}, {"key": "dc.description.abstract", "value": "Ymm\u00e4rrys asiakkaan kokeman arvon muodostumisesta auttaa yrityksi\u00e4 ymm\u00e4rt\u00e4m\u00e4\u00e4n paremmin heid\u00e4n asiakkaidensa tarpeita sek\u00e4 k\u00e4sitt\u00e4m\u00e4\u00e4n, mitk\u00e4 asiat asiakkaat kokevat hy\u00f6tyin\u00e4 tai uhrauksina asiakassuhteissa. Lis\u00e4ksi asiakkaan kokeman arvon on todistettu johtavan asiakastyytyv\u00e4isyyteen ja sit\u00e4 kautta uudelleenostoihin, suositteluun sek\u00e4 v\u00e4henev\u00e4\u00e4n tarpeeseen vaihtaa toimittajaa. N\u00e4in ollen arvon muodostumisen syvempi ymm\u00e4rt\u00e4minen tuo yrityksille merkitt\u00e4v\u00e4\u00e4 kilpailuetua.\nKoska yritykset yh\u00e4 suuremmissa m\u00e4\u00e4rin tekev\u00e4t liiketoimintaa my\u00f6s kotimaansa ulkopuolella, her\u00e4tt\u00e4\u00e4 t\u00e4m\u00e4 kysymyksen siit\u00e4, vaikuttavatko kulttuurilliset erot asiakkaan kokemaan arvoon. Aikaisemmat tutkimukset ovat todistaneet, ett\u00e4 kulttuuri vaikuttaa uskomuksiimme ja arvoihimme. Yrityksill\u00e4 ei kuitenkaan ole tietoa siit\u00e4, pit\u00e4isik\u00f6 heid\u00e4n sovittaa yrityksen arvolupaukset eri maiden mukaan, jotta arvolupaukset puhuttelisivat kaikkia asiakkaita.\nN\u00e4in ollen t\u00e4ss\u00e4 tutkimuksessa haluttiin selvitt\u00e4\u00e4, mitk\u00e4 asiat luovat asiakkaan kokemaa arvoa B2B-markkinoilla, k\u00e4ytt\u00e4en apuna tutkimusmallia, joka perustuu Blockerin (2011) tutkimukseen. Lis\u00e4ksi tutkimuksessa haluttiin selvitt\u00e4\u00e4, vaikuttavatko kulttuurilliset tekij\u00e4t asiakkaan kokemaan arvoon B2B-markkinoilla. Tutkimus suoritettiin kvantitatiivisena kyselytutkimuksena suomalaisen B2B elektroniikkateollisuuden yrityksen Beamex Oy Ab:n asiakkaille.\nTutkimustulokset paljastivat, ett\u00e4 vaikka vastaajat kokivat useamman arvodimension olevan heille hy\u00f6dyllisi\u00e4, vain tarjonnan laatu, palveluntoimittajan tietotaito ja hinta/rahan arvo tuottivat asiakkaille merkitt\u00e4v\u00e4\u00e4 arvoa. Lis\u00e4ksi tulokset vahvistavat asiakkaan kokeman arvon ja asiakastyytyv\u00e4isyyden v\u00e4lisen positiivisen suhteen. Tuloksista selvisi my\u00f6s, ett\u00e4 kulttuurilliset erot eiv\u00e4t vaikuta asiakkaan kokemaan arvoon. Yritysten ei siis tarvitse sovittaa arvolupauksiaan eri maiden v\u00e4lill\u00e4. Tutkimustulokset kuitenkin viittaavat siihen, ett\u00e4 henkil\u00f6n ty\u00f6roolilla on merkityst\u00e4 asiakkaan kokemaan arvoon. T\u00e4m\u00e4 tulos on yhdenmukainen aikaisemman teoriakirjallisuuden kanssa, mink\u00e4 mukaan arvo on subjektiivisesti koettu k\u00e4site. Yritysten pit\u00e4isikin pit\u00e4\u00e4 t\u00e4m\u00e4 mieless\u00e4 viestiess\u00e4\u00e4n arvolupauksiaan potentiaalisille asiakkaille.", "language": "fi", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.abstract", "value": "Knowing how customer perceived value is constructed helps companies to understand better their customers\u2019 needs and what customers consider as benefits or sacrifices in supplier-customer relationships. Moreover, high customer perceived value leads to high customer satisfaction, which in turn leads to re-purchases, recommendation and diminishes the desire to change the supplier. Thus, gaining information on customer perceived value can offer competitive advantage to companies.\nHowever, as more and more companies do business outside their home country, it raises a question whether cultural differences affect the way customers perceive value. Many previous researches have confirmed that culture has an impact on our believes and values. There is a lack of knowledge whether companies should adjust their value proposition according to different countries to ensure that value propositions speak to all customers.\nConsequently, in this research the aim was to find out the key value drivers of customer perceived value in B2B markets by using a research model based on study by Blocker (2011). Moreover, the research\u2019s object was to find out whether cultural differences affect customer\u2019s perception of value in B2B markets. The research was conducted as a quantitative survey study on Finnish electronics industry company Beamex Oy Ab\u2019s customers.\nThe results revealed that even though respondents felt that several value dimensions were beneficial for them, only offer quality, supplier\u2019s know-how and price/value for money were significant value drivers for them. Moreover, results confirmed the positive relationship between customer perceived value and customer satisfaction. In addition, the results showed that cultural differences do not affect the way people perceive value in B2B relationships. Thus, companies do not have to adjust their value proposition according to different countries. However, the results suggest that person\u2019s organisational role has an effect on customer perceive value. This finding is in line with previous literature that value is subjectively perceived construct and managers should keep that in mind when communicating value propositions towards potential customers.", "language": "en", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted by Paivi Vuorio (paelvuor@jyu.fi) on 2019-06-05T12:21:23Z\nNo. of bitstreams: 0", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Made available in DSpace on 2019-06-05T12:21:23Z (GMT). No. of bitstreams: 0\n Previous issue date: 2019", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.format.extent", "value": "61", "language": "", "element": "format", "qualifier": "extent", "schema": "dc"}, {"key": "dc.format.mimetype", "value": "application/pdf", "language": null, "element": "format", "qualifier": "mimetype", "schema": "dc"}, {"key": "dc.language.iso", "value": "eng", "language": null, "element": "language", "qualifier": "iso", "schema": "dc"}, {"key": "dc.rights", "value": "In Copyright", "language": "en", "element": "rights", "qualifier": null, "schema": "dc"}, {"key": "dc.subject.other", "value": "customer perceived value", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "cross-cultural", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.title", "value": "Customer perceived value in cross-cultural B2B markets : case Beamex Oy Ab", "language": "", "element": "title", "qualifier": null, "schema": "dc"}, {"key": "dc.type", "value": "master thesis", "language": null, "element": "type", "qualifier": null, "schema": "dc"}, {"key": "dc.identifier.urn", "value": "URN:NBN:fi:jyu-201906052993", "language": "", "element": "identifier", "qualifier": "urn", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Pro gradu -tutkielma", "language": "fi", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Master\u2019s thesis", "language": "en", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Jyv\u00e4skyl\u00e4 University School of Business and Economics", "language": "en", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Jyv\u00e4skyl\u00e4n yliopiston kauppakorkeakoulu", "language": "fi", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Taloustieteet", "language": "fi", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Business and Economics", "language": "en", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "Jyv\u00e4skyl\u00e4n yliopisto", "language": "fi", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "University of Jyv\u00e4skyl\u00e4", "language": "en", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Markkinointi", "language": "fi", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Marketing", "language": "en", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "yvv.contractresearch.collaborator", "value": "business", "language": "", "element": "contractresearch", "qualifier": "collaborator", "schema": "yvv"}, {"key": "yvv.contractresearch.funding", "value": "0", "language": "", "element": "contractresearch", "qualifier": "funding", "schema": "yvv"}, {"key": "yvv.contractresearch.initiative", "value": "student", "language": "", "element": "contractresearch", "qualifier": "initiative", "schema": "yvv"}, {"key": "dc.type.coar", "value": "http://purl.org/coar/resource_type/c_bdcc", "language": null, "element": "type", "qualifier": "coar", "schema": "dc"}, {"key": "dc.rights.accesslevel", "value": "openAccess", "language": null, "element": "rights", "qualifier": "accesslevel", "schema": "dc"}, {"key": "dc.type.publication", "value": "masterThesis", "language": null, "element": "type", "qualifier": "publication", "schema": "dc"}, {"key": "dc.subject.oppiainekoodi", "value": "20423", "language": "", "element": "subject", "qualifier": "oppiainekoodi", "schema": "dc"}, {"key": "dc.subject.yso", "value": "kulttuurienv\u00e4lisyys", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "yritysmarkkinointi", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "asiakastyytyv\u00e4isyys", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "asiakassuhde", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "interculturalism", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "business-to-business marketing", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "customer satisfaction", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.subject.yso", "value": "customer relationship", "language": null, "element": "subject", "qualifier": "yso", "schema": "dc"}, {"key": "dc.format.content", "value": "fulltext", "language": null, "element": "format", "qualifier": "content", "schema": "dc"}, {"key": "dc.rights.url", "value": "https://rightsstatements.org/page/InC/1.0/", "language": null, "element": "rights", "qualifier": "url", "schema": "dc"}, {"key": "dc.type.okm", "value": "G2", "language": null, "element": "type", "qualifier": "okm", "schema": "dc"}]
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