JEFMS Journal

Google Scholar

Article Pdf

---

ABSTRACT:

This paper contributes to a different marketing approach on how to describe value from the customer's perspective. This research examines value-based pricing by highlighting a customer-centric approach with a focus on customer value creation to explore what this literature can convey in achieving success. The research locus is the research object of the Jombang Bonsai Community FB community which has 16,645 members. with consideration: Members of the Jombang Bonsai Facebook Community Trust; Own a bonsai plant business; Join the community for at least 2 years. The qualitative approach carried out through the data analysis technique used is the Manual Data Analysis Procedure (MDAP), from the results of interviews accompanied by triangulation of sources and theories to produce findings on customer-centred approach marketing strategies including Price Formation: Product and Services, Authorization Use, Resource Access, Benefit Claim Rights, Buyer Type, Availability, Use, Results, Economic Success. As well as Mechanism Policies: Quantity, Price Formation, Price Conditions, Price Discrimination, Product Characteristics, Customer Identity, Transaction Forms, Market Laws.

KEYWORDS:

customer focused marketing approach, value-based pricing, customer value creation, pricing

REFERENCES:

1) Ajuwon, V., Cruz, B. F., Carriço, P., Platform, C. R. S. H., Kacelnik, A., & Monteiro, T. (2024). GoFish: A low-cost, open-source platform for closed-loop behavioural experiments on fish. Behavior Research Methods, 56(1), 318–329.

2) Anderson, M., Khan, S., Mashruwala, R., & Yu, Z. (2023). Resource-based Commitment to a Customer-centered Strategy. In Advances in Management Accounting (pp. 159–180). Emerald Publishing Limited.

3) Aparicio, D., Metzman, Z., & Rigobon, R. (2024). The pricing strategies of online grocery retailers. Quantitative Marketing and Economics, 22(1), 1–21.

4) Åström, J., Reim, W., & Parida, V. (2022). Value creation and value capture for AI business model innovation: a three-phase process framework. Review of Managerial Science, 16(7), 2111–2133.

5) Awwad, A. S., Anouze, A. L., & Cudney, E. A. (2024). Competitive priorities and engagement: can they be a source of satisfaction? Customer-centered model. International Journal of Quality & Reliability Management, 41(5), 1337–1355.

6) Batson, Z. (2023). Visual Echoes of the Middle Kingdom in Japan: a Study of Chinese Artifacts in Japanese Popular Culture. Austin Peay State University.

7) Becker, L., & Jaakkola, E. (2020). Customer experience: fundamental premises and implications for research. Journal of the Academy of Marketing Science, 48, 630–648.

8) Buhalis, D., & Cheng, E. S. Y. (2020). Exploring the use of chatbots in hotels: technology providers’ perspective. Information and Communication Technologies in Tourism 2020: Proceedings of the International Conference in Surrey, United Kingdom, January 08–10, 2020, 231–242.

9) Carlbäck, M. (2022). The EA-Approach; a Customer-Centered Management System to Produce, Manage, and Assess Relevant Experiences for the Hospitality and Tourism Industry. In Contemporary Approaches Studying Customer Experience in Tourism Research (pp. 131–144). Emerald Publishing Limited.

10) Chen, F., Zhang, L., Tsai, F.-S., & Wang, B. (2024). A networking view of collaborative consumption on social media: integrating value-in-exchange and value-in-use into value co-creation. Management Decision.

11) Chen, Y., Mandler, T., & Meyer-Waarden, L. (2021). Three decades of research on loyalty programs: A literature review and future research agenda. Journal of Business Research, 124, 179–197.

12) Christen, T., Hess, M., Grichnik, D., & Wincent, J. (2022). Value-based pricing in digital platforms: A machine learning approach to signaling beyond core product attributes in cross-platform settings. Journal of Business Research, 152, 82–92.

13) Chusnul Rofiah, S. E. (2023). Metode Penelitian Kualitatif Lengkap dengan Rencana Pembelajaran Semester dan Contoh Pedoman Penulisan Skripsi Kualitatif. CV Literasi Nusantara Abadi.

14) Daft, J., Albers, S., & Stabenow, S. (2021). From product-oriented flight providers to customer-centric retailers: a dynamic offering framework and implementation guidelines for airlines. Journal of Revenue and Pricing Management, 20(6), 615-625.

15) De Silva, M., Al-Tabbaa, O., & Khan, Z. (2021). Business model innovation by international social purpose organizations: The role of dynamic capabilities. Journal of Business Research, 125, 733–749.

16) De Toni, D., Reche, R. A., & Milan, G. S. (2022). Effects of market orientation, innovation strategies and value-based pricing on market performance. International Journal of Productivity and Performance Management, 71(8), 3556–3580.

17) EFSA Panel on Plant Health (PLH), Bragard, C., Baptista, P., Chatzivassiliou, E., Di Serio, F., Jaques Miret, J. A., ... & Gonthier, P. (2022). Commodity risk assessment of bonsai plants from China consisting of Pinus parviflora grafted on Pinus thunbergii. EFSA Journal, 20(2), e07077.

18) Fajri, W. N., & Suryantini, A. (2023). Do Entrepreneurial Marketing and Internet Marketing Impact On Business Performance?(Case Study Ornamental Plant Agribusiness in Banyumas). Jurnal Manajemen & Agribisnis, 20(2), 276.

19) Friedmann, D. (2020). Restitution of Benefits Obtained through the Appropriation of Property or the Commission of a Wrong. In Restitution. Routledge., 491–545.

20) Ghobakhloo, M., Iranmanesh, M., Foroughi, B., Rejeb, A., Nikbin, D., & Tseng, M.-L. (2024). A practical guide on strategic roadmapping for information and operations technology management: a case study on industry 5.0 transformation. Journal of Industrial and Production Engineering, 1–25.

21) Gupta, S., & Ramachandran, D. (2021). Emerging market retail: transitioning from a product-centric to a customer-centric approach. Journal of Retailing, 97(4), 597–620.

22) Hemmati, M., Ghomi, S. F., & Sajadieh, M. S. (2023). Separate and bundling selling strategies for complementary products in a participative pricing mechanism. Computers & Industrial Engineering, 177, 109018.

23) Hoffmann, C., Alavi, S., & Schmitz, C. (2023). Sales manager encouragement behavior in value-centered business models. European Journal of Marketing, 57(3), 771–793.

24) Kamal, M. M., Sivarajah, U., Bigdeli, A. Z., Missi, F., & Koliousis, Y. (2020). Servitization implementation in the manufacturing organisations: Classification of strategies, definitions, benefits and challenges. International Journal of Information Management, 55, 102206.

25) Kamalaldin, A., Linde, L., Sjödin, D., & Parida, V. (2020). Transforming provider-customer relationships in digital servitization: A relational view on digitalization. Industrial Marketing Management, 89, 306–325.

26) Kassemeier, R., Alavi, S., Habel, J., Schmitz, C., & Wieseke, J. (2023). Guest editorial: Value-creating sales and digital technologies. European Journal of Marketing, 57(3), 653–658.

27) Ketokivi, M., & Mahoney, J. T. (2020). Transaction cost economics as a theory of supply chain efficiency. Production and Operations Management, 29(4), 1011–1031.

28) Kinski, M., Köhn, S., Kracht, K., Tateno-Kracht, K., Buck-Albulet, H., Boot, W. J., Bittmann, H., & Linhart, S. (2021). Japonica Humboldtiana 22 (2020). Humboldt-Universität zu Berlin.

29) Kleinaltenkamp, M., Prohl-Schwenke, K., & Keränen, J. (2022). What drives the implementation of customer success management? Antecedents of customer success management from suppliers’ and customers’ perspectives. Industrial Marketing Management, 102, 338–350.

30) Koc, K., & Gurgun, A. P. (2022). Ambiguity factors in construction contracts entailing conflicts. Engineering, Construction and Architectural Management, 29(5), 1946–1964.

31) Kopf, S. (2020). Rewarding good creators”: corporate social media discourse on monetization schemes for content creators. Social Media Society, 6(4), 2056305120969877.

32) Ledermann, P., Lawley, M., & de Klerk, S. (2021). Profile of Sunshine Coast Food and Agribusiness: 2020/2021 Update.

33) Lee, R. (2022). The Influence of Zen on Contemporary Aesthetics in Decorative Arts and Interior Design. Sotheby’s Institute of Art-New York.

34) Lee, S. M., Hong, S. G., & Lee, D. (2024). A comparative analysis of contactless e-service encounters in online platforms. Service Business, 18(1), 1–26.

35) Leiting, T., Rix, C., Schrank, R., & Holst, L. (2023). Value-Based Pricing of Smart-Product-Service Offerings in the Manufacturing Industry. In Digital Pricing Strategy (pp. 119–134). Routledge.

36) Lim, W. M., & Rasul, T. (2022). Customer engagement and social media: Revisiting the past to inform the future. Journal of Business Research, 148, 325–342.

37) Linde, L., Frishammar, J., & Parida, V. (2021). Revenue models for digital servitization: a value capture framework for designing, developing, and scaling digital services. IEEE Transactions on Engineering Management, 70(1), 82–97.

38) Liu, W., Long, S., Xie, D., Liang, Y., & Wang, J. (2021). How to govern the big data discriminatory pricing behavior in the platform service supply chain? An examination with a three-party evolutionary game model. International Journal of Production Economics, 231, 107910.

39) Lüdeke‐Freund, F. (2020). Sustainable entrepreneurship, innovation, and business models: Integrative framework and propositions for future research. Business Strategy and the Environment, 29(2), 665–681.

40) Mishra, B., Kumar, A., & Mishra, I. (2023). Electronics manufacturing entrepreneurs in a performance bonsai trap: the case of an emerging economy. Benchmarking: An International Journal.

41) Moore, L. T. (2024). Gardens, Bonsai and Poetry in Edo and Tokyo: Evolving Traditions Keeping the Ideal of Living in Harmony with Nature Alive. Electronic Journal of Contemporary Japanese Studies.

42) Mostaghel, R., & Chirumalla, K. (2021). Role of customers in circular business models. Journal of Business Research, 127, 35–44.

43) Munten, P., Vanhamme, J., Maon, F., Swaen, V., & Lindgreen, A. (2021). Addressing tensions in coopetition for sustainable innovation: Insights from the automotive industry. Journal of Business Research, 136, 10–20.

44) Ndudi, E. F., & Kifordu, A. A. (2021). RELATIONSHIP MARKETING AND CUSTOMERS’RETENTION IN THE NIGERIAN TELECOMMUNICATION INDUSTRY: A CUSTOMER-CENTERED APPROACH. African Journal of Social and Behavioural Sciences, 11(1).

45) Paiola, M., Schiavone, F., Khvatova, T., & Grandinetti, R. (2021). Prior knowledge, industry 4.0 and digital servitization. An inductive framework. Technological Forecasting and Social Change, 171, 120963.

46) Patrício, L., Sangiorgi, D., Mahr, D., Čaić, M., Kalantari, S., & Sundar, S. (2020). Leveraging service design for healthcare transformation: Toward people-centered, integrated, and technology-enabled healthcare systems. Journal of Service Management, 31(5), 889–909.

47) Raja, J. Z., Frandsen, T., Kowalkowski, C., & Jarmatz, M. (2020). Learning to discover value: Value-based pricing and selling capabilities for services and solutions. Journal of Business Research, 114, 142–159.

48) Richards, G. (2021). Evolving research perspectives on food and gastronomic experiences in tourism. International Journal of Contemporary Hospitality Management, 33(3), 1037–1058.

49) Rofiah, C. (2021). Qualitative Methods: Simple Research With Triangulation Theory Design. Develop, 5(1), 18–28.

50) Rofiah, C. (2022). Analisis Data Kualitatif: Manual Atau Dengan Aplikasi? Develop, 6(1), 33–46.

51) Rofiah, C., & Bungin, B. (2021). Qualitative Methods: Simple Research With Triangulation Theory Design. Develop, 5(1), 18–28.

52) Rossato, C., & Castellani, P. (2020). The contribution of digitalisation to business longevity from a competitiveness perspective. The TQM Journal, 32(4), 617–645.

53) Sjödin, D., Parida, V., Jovanovic, M., & Visnjic, I. (2020). Value creation and value capture alignment in business model innovation: A process view on outcome‐based business models. Journal of Product Innovation Management, 37(2), 158–183.

54) Sjödin, D., Parida, V., Kohtamäki, M., & Wincent, J. (2020). An agile co-creation process for digital servitization: A micro-service innovation approach. Journal of Business Research, 112, 478–491.

55) Steinbrenner, F., & Turčínková, J. (2021). Industry-Specific Factors Impeding the Implementation of Value-Based Pricing. European Journal of Business Science and Technology, 7(1), 27–46.

56) Tao, Y., Qiu, J., Lai, S., Sun, X., Ma, Y., & Zhao, J. (2023). Customer-centered pricing strategy based on privacy-preserving load disaggregation. IEEE Transactions on Smart Grid.

57) Tykkyläinen, S., & Ritala, P. (2021). Business model innovation in social enterprises: An activity system perspective. Journal of Business Research, 125, 684–697.

58) Yoshida, M. (2020). The Heritage of Japanese Design (1984). Review of Japanese Culture and Society, 32(1), 63–70.

59) Zeithaml, V. A., Verleye, K., Hatak, I., Koller, M., & Zauner, A. (2020). Three decades of customer value research: paradigmatic roots and future research avenues. Journal of Service Research, 23(4), 409–432.