Creating value-in-use through marketing interaction: the exchange logic of relating, communicating and knowing
- 1 September 2006
- journal article
- Published by SAGE Publications in Marketing Theory
- Vol. 6 (3), 335-348
- https://doi.org/10.1177/1470593106066795
Abstract
This article elaborates and extends the Vargo and Lusch (2004a) service-dominant (S-D) logic thesis. Three linked exchange-enablers and their potential for improving value-in-use are discussed: first, relationships to give structural support for the creation and application of knowledge resources (relating); second, communicative interaction to develop these relationships (communicating); and third, the knowledge needed to improve the customer's service experience (knowing). These activities are integrated within an augmented S-D exchange model, and the implications for co-creating value are discussed. Finally, the argument is put that a customer's value-in-use begins with the enactment of value propositions, and the development of reciprocal value propositions is discussed in the context of the notion of sustainable betterment.Keywords
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