Value

• brand, 241

• channel partners, working to create ­customer with, 350–351

• communicating customer, advertising, 398–399

• cost v., 226

• creating, 5–6

• customer, 589

• customer. See Customer value

• customer perceived, 14

• marketing channel members add, 336–337

• perceived, 322

• price-value and, 295–296

• pricing based on v. cost-based, 286

• service, 236

• shared, 13

• sustainable, environment and, 585

Value-added pricing, 287

Value-added resellers, 346

Value-based pricing, 287, 289

Value chain, 48–49

Value delivery network, 48, 49, 334–335

Value differences, identify, 206–207

Value disciplines, 527, 529

Value-driven marketing

• brand strategy, 240–248

• GoPro, 218–219

• product line decisions, 232

• product mix decisions, 232–233

• services marketing, 234–240

Value for money, 299

Value marketing, 79–80

Value proposition

• choosing, 11

• positioning strategy and, 208–211

Values. See also Ethics; Marketing ethics

• cultural, 88–90

• ethical, 595

Value selling, 472

Values-led business, 87

Variability, of services, 234–235

Variable costs, 289

Variable usage rate, 311

Variety-seeking buying behavior, 151

Vendor-managed inventory (VMI) systems, 357

Vertical conflict, channel behavior, 338

Vertical marketing systems (VMS)

• administered, 340–341

• contractual, 340

• corporate, 339–340

Video convergence, 403

Videos, consumer-generated, 438

Viral marketing, 495–496

Virtual instructor-led training (VILT), 463

Virtual meeting software, 461

Virtual reality, shopping and, 386

VMS. Vertical marketing systems

Voluntary chain, 373