Proposition de valeur et positionnement prix, la place de la valeur client dans le pricing d'offres innovantes : le cas des start-up technologiques (notice n° 1592702)
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| fixed length control field | 02840cam a2200313 4500500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20251228070421.0 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | fre |
| 042 ## - AUTHENTICATION CODE | |
| Authentication code | dc |
| 100 10 - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Iselin, Frédéric |
| Relator term | author |
| 245 00 - TITLE STATEMENT | |
| Title | Proposition de valeur et positionnement prix, la place de la valeur client dans le pricing d'offres innovantes : le cas des start-up technologiques |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Date of publication, distribution, etc. | 2011.<br/> |
| 500 ## - GENERAL NOTE | |
| General note | 19 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Cette recherche est centrée sur la question de recherche suivante : comment les start-up technologiques françaises intègrent-elles la valeur client dans les prix de leurs produits ou services ? Nous utilisons une approche quantitative par sources primaires (1 196 dirigeants de start-up, 280 réponses qualifiées). Nous proposons cinq apports de la recherche : un processus en onze étapes permettant aux managers de start-up technologique de positionner leur prix ; une typologie des propositions de valeur, qui distingue neuf situations ; la démonstration de la faiblesse de l’attractivité des propositions de valeur de 58 % des start-up technologiques françaises, la démonstration selon laquelle l’exploitation du potentiel de création de valeur conféré par l’innovation technologique n’est pas optimisée par 74 % des start-up françaises ; enfin, la majorité des start-up technologiques ont une proposition de valeur non convaincante . |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | This research is focused on the following question : how can high-tech start-ups integrate the concept of value for customers within their pricing strategy ? This research offers a quantitative approach towards primary data : 1 196 managers of high-tech start-ups, with 280 qualified answers. We finally propose five main findings. First, an eleven steps process, allowing a start-up manager to position its price. Second, we introduced a typology of the value proposals, including nine possibilities. Third, we established a general weakness of the 58% of the French high-tech startups value proposals. Fourth finding : the poor level of value creation : only 26% of our panel creates more value than the competition. Our fifth and last main finding : the majority of the French high-tech start-ups have an unattractive value proposal. |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | capital-risque |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | innovation |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | positionnement prix |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | Proposition de valeur |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | start-up technologique |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | valeur perçue |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | high-tech start-ups |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | innovation |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | perceived value |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | pricing |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | Value proposal |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | venture capital |
| 786 0# - DATA SOURCE ENTRY | |
| Note | Vie & sciences de l'entreprise | 187 | 1 | 2011-04-01 | p. 58-71 | 2262-5321 |
| 856 41 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://shs.cairn.info/revue-vie-et-sciences-de-l-entreprise-2011-1-page-58?lang=fr&redirect-ssocas=7080">https://shs.cairn.info/revue-vie-et-sciences-de-l-entreprise-2011-1-page-58?lang=fr&redirect-ssocas=7080</a> |
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