Value Oriented Planning of Intangible Customer Contributions

Journal of Law and Financial Management, Vol. 11, No. 1, June 2012, pp. 2-16

20 Pages Posted: 17 Jun 2012

See all articles by Bernhard Hirsch

Bernhard Hirsch

Bundeswehr University Munich

Yvonne Schneider

affiliation not provided to SSRN

Date Written: June 16, 2012

Abstract

This article presents a theory-based approach to the identification and integration of intangible elements of customer contribution to value-oriented planning. Our analysis is premised on the Resource Based View and the concept of Value Based Management. We develop a value driver tree, which systematically incorporates the information, coordination, synergy and reference contributions of customers within a long-term business relationship.

Keywords: finance, law

JEL Classification: M40, M41

Suggested Citation

Hirsch, Bernhard and Schneider, Yvonne, Value Oriented Planning of Intangible Customer Contributions (June 16, 2012). Journal of Law and Financial Management, Vol. 11, No. 1, June 2012, pp. 2-16, Available at SSRN: https://ssrn.com/abstract=2085349

Bernhard Hirsch (Contact Author)

Bundeswehr University Munich ( email )

Werner-Heisenberg-Weg 39
Neubiberg, 85577
Germany

HOME PAGE: http://www.unibw.de

Yvonne Schneider

affiliation not provided to SSRN ( email )

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