A Customer Value Creation Framework for （客户价值创造的框架）.pdf

Technology Innovation Management Review March 2012 A Customer Value Creation Framework for Businesses That Generate Revenue with Open Source Software Aparna Shanker “ If y ou’re proactive, y ou don’t have to wait f or ” circumstances or other people to create perspective expanding experiences. You can consciously create y our own. Stephen Covey Author, speaker, consultant, and professor Technology entrepreneurs must create value for customers in order to generate revenue. This article examines the dimensions of customer value creation and provides a frame- work to help entrepreneurs, managers, and leaders of open source proj ects create value, with an emphasis on businesses that generate revenue from open source assets. The pro- posed framework focuses on a firm’s pre-emptive value offering (also known as a custom- er value proposition). This is a firm’s offering of the value it seeks to create for a customer, in order to meet his or her requirements. Introduction value is the benefit a customer believes he or she re- ceived from a product after it was purchased. A business model esta