Marketing through the value chain: a new conceptual approach for turbulent times
This paper proposes a conceptual approach to take into account both short-and long-term effects of marketing activities in enterprises across the value chain and developed a set if new indicators that allow for the analysis of the contribution of companies involved in creating value for customers in the aggregate terms across the value chain. This paper integrates the concepts of network relations, value chain management and inter-firm marketing effort that focus on customer orientation. Based on this conceptual basis we propose a sequence of actions that can translate these concepts into measures and indicators that allow a firm to understand their role in creating sustainable value. These measures are then validated through the analysis of customer orientation marketing approach.