• What we do
  • The People
  • About Us
  • Why Innovation Africa
  • Contact Us
Innovation AfricaCreating the Future Today
  • Feature Articles
  • Innovation
  • Agriculture
  • ICT
  • Technology
  • Entrepreneurship
  • Health
  • Store
  • Contact Us
Menu
  • Feature Articles
  • Innovation
  • Agriculture
  • ICT
  • Technology
  • Entrepreneurship
  • Health
  • Store
  • Contact Us
  • Do you know your valuable customers?

    September 20, 2013 Editor 0

    Abstract

    Purpose – Customer knowledge has not yet been recognized as a possible source of strategic competitive advantage in expansion of the knowledge-based view. The purpose of this paper is, therefore, to gain initial insights into the strategic dimension of customers knowledge in order to enable companies to define, identify and motivate the right customers and work with them together on a strategically successful level. Design/methodology/approach – The following single case study is based on semi-structured interviews with nine employees and strategic customers as well as a document analysis in an entrepreneurially oriented smaller firm equipped with limited resources. Findings – The findings demonstrate that strategic customers take on a valuable position within the company. It appears that the strategic customer is more aware of his/her value than the company itself. A definition and first criteria of strategic customers could be determined and a systematic identification of strategic customers is possible with the help of this study. Research limitations/implications – The paper is an empirical contribution to the existing customer knowledge management literature and aids in gaining further insight into the definition, identification and motivation of strategic customers. A definition is derived based on a literature study and developed further through the results of the empirical analysis. An additional result of the empirical study showed that customer oriented knowledge management is a promising bridge between the knowledge- and market-based view. Originality/value – The apparent lack of resources in entrepreneurially oriented smaller firms can be overcome through the addition of external knowledge resources, which the paper refers to as strategic customers.
    Go to Source

    Related Posts

    • Do You Know Your Valuable Customers?Do You Know Your Valuable Customers?
    • Building understanding of the development of performance management for collaborative networks with a knowledge maturity modelBuilding understanding of the development of performance management for collaborative networks with a knowledge maturity model
    • Analysing the impacts of ICT on knowledge work productivityAnalysing the impacts of ICT on knowledge work productivity
    • Analysing the impacts of ICT on knowledge work productivityAnalysing the impacts of ICT on knowledge work productivity
    • Knowledge Management in SMEs: A Literature ReviewKnowledge Management in SMEs: A Literature Review
    • ALIGNING STRATEGIES AND PROCESSES IN KNOWLEDGE MANAGEMENT: A FRAMEWORK
    Sovrn
    Share

    Categories: Knowledge Management

    Tags: customer knowledge management

    Spotted… Fake Crowdfunding Campaigns. Innovators Aren’t Born – They’re Made

    Leave a Reply Cancel reply

    You must be logged in to post a comment.

Subscribe to our stories


 

Recent Posts

  • Giving Francophone African incubators the keys to accelerate growth entrepreneurship February 13, 2018
  • Is acceleration the panacea for scaling growth entrepreneurs? Reflections from XL Africa February 13, 2018
  • Why providing pre-seed and seed capital is the essential step to bringing West Africa and Sahel’s entrepreneurs to the next level February 13, 2018
  • Global Investment Competitiveness: New Insights on FDI February 2, 2018
  • BioInnovate Africa phase II launched February 2, 2018

Categories

Archives

Popular Post-All time

  • A review on biomass-based... 224 views
  • Nano ‘tea bag’... 205 views
  • New ‘biofactories&#... 200 views
  • NASAC statement on the oc... 190 views
  • Developing ANDI: A Novel... 185 views

Recent Posts

  • Giving Francophone African incubators the keys to accelerate growth entrepreneurship
  • Is acceleration the panacea for scaling growth entrepreneurs? Reflections from XL Africa
  • Why providing pre-seed and seed capital is the essential step to bringing West Africa and Sahel’s entrepreneurs to the next level
  • Global Investment Competitiveness: New Insights on FDI
  • BioInnovate Africa phase II launched
  • Rethinking saving practices in the digital era
  • Tanzania farmers embrace vegetable farming to access more high-value markets and improve nutrition
  • The Internet of Things – from hype to reality
  • Value chains learning hubs workshop: co-creating solutions for eastern and southern Africa
  • Intermediation in the Supply of Agricultural Products in Developing Economies

Tag Cloud

    africa African Agriculture Business Business model Business_Finance Company Crowdsourcing data Development East Africa economics Education Entrepreneur entrepreneurs Entrepreneurship ethiopia ghana Health_Medical_Pharma ict Information technology Innovation kenya knowledge Knowledge Management Leadership marketing mobile Mobile phone nigeria Open innovation Organization Research rwanda science Science and technology studies social enterprise social entrepreneurship south africa Strategic management strategy tanzania Technology Technology_Internet uganda

Categories

Archives

  • A review on biomass-based hydrogen production for renewable energy supply 224 views
  • Nano ‘tea bag’ purifies water 205 views
  • New ‘biofactories’ produce rare healing substances in the endangered Devil’s claw plant 200 views
  • NASAC statement on the occasion of the G8+5 Summit in L’Aquila, Italy 190 views
  • Developing ANDI: A Novel Approach to Health Product R&D in Africa 185 views

Copyright © 2005-2017 Innovation Africa Theme created by PWT. Powered by WordPress.org