环境要约与需求演化——影响需求演化和顾客对价值感知的两个因素分析

The Environmental Offer and the Demands Evolution:An Analysis of the Two Elements Which Influence the Evolution of the Demands and the Customers'Perception of the Value

需求既依赖于顾客所处环境的现状,也依赖于顾客对环境的要求;环境现状与顾客要求之间的差距是顾客需求的前提,也是顾客价值的前提;产品的意义在于它提高了环境对顾客要求的适应;产品可提供的价值中,只有在顾客要求与环境现状差距之间的部分,才是能够被顾客感知的价值部分。

The demands not only depend on the present environmental situation of the customers, but also on the demands of the customers to the environment; the gap between the present environmental situation and the customers＇ demands is the presupposition of the customers＇ demands and that of the customer value. The significance of the products lies in that they have improved the adaptation of the environment to the customers＇ demands. In the values provided by the products, only the part of the disparity between the customers＇ demands with the present environmental situation is the part of the value which can be perceived by the customers.