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What is Customer Value Proposition (CVP)

Chapter 55
Encyclopedia of Organizational Knowledge, Administration, and Technology
A CVP is the worth (satisfaction, value, utility) a consumer perceives as the (positive) difference between the total benefits s/he obtains from a vendor’s offering, minus the sum of pecuniary costs and non-pecuniary sacrifices that s/he has to give up in return. Customers continuously take into account competitive alternatives along with their relative benefits and costs. A CVP is always subjective and includes not only an offering’s features, but also personal and social values.
Published in Chapter:
What Is a P2P Business Model?
Djamchid Assadi (Burgundy School of Business, France)
Copyright: © 2021 |Pages: 17
DOI: 10.4018/978-1-7998-3473-1.ch055
Abstract
Since 2005, the number of Peer-to-Peer (P2P) platforms has grown substantially in areas such as carpooling, online dating, and crowdfunding. Though the development of P2P activities is increasing, there is a lack of strategic and managerial theories for this type of platform, especially when identifying the elements of its business model. This paper seeks to clearly define what a business model is. Extensive literature is reviewed to build a theory of business model for P2P activities. The validity of the model is tested through crowdfunding platforms. Keywords: Business model, crowdfunding, customer value proposition (CVP), governance, income stream, infrastructural technologies, P2P, two-sided markets,
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