Creating And Managing Superior Customer Value

Author : Art Weinstein
Publisher : Routledge
Page : 230 pages
File Size : 47,7 Mb
Release : 2018-12-07
Category : Business & Economics
ISBN : 9781351214322

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Superior Customer Value by Art Weinstein Pdf

Superior Customer Value is a state-of-the-art guide to designing, implementing and evaluating a customer value strategy in service, technology and information-based organizations. A customer-centric culture provides focus and direction for an organization, driving and enhancing market performance. By benchmarking the best companies in the world, Weinstein shows students and marketers what it really means to create exceptional value for customers in the Now Economy. Learn how to transform companies by competing via the 5-S framework – speed, service, selection, solutions and sociability. Other valuable tools such as the Customer Value Funnel, Service-Quality-Image-Price (SQIP) framework, SERVQUAL, and the Customer Value/Retention Model frame the reader’s thinking on how to improve marketing operations to create customer-centered organizations. This edition features a stronger emphasis on marketing thinking, planning and strategy, as well as new material on the Now Economy, millennials, customer obsession, business models, segmentation and personalized marketing, customer experience management and customer journey mapping, value pricing, customer engagement, relationship marketing and technology, marketing metrics and customer loyalty and retention. Built on a solid research basis, this practical and action-oriented book will give students and managers an edge in improving their marketing operations to create superior customer experiences.

Author : Arch G. Woodside,Michael Gibbert,Francesca Golfetto
Publisher : Emerald Group Publishing
Page : 352 pages
File Size : 41,9 Mb
Release : 2008-11-01
Category : Business & Economics
ISBN : 9781848551732

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Creating and Managing Superior Customer Value by Arch G. Woodside,Michael Gibbert,Francesca Golfetto Pdf

Advances theory and offers tools for measuring value dimensions and strength. This work focuses on advancing value theory, research and strategy in business-to-business contexts. It is suitable for improving thinking, decisions, and actions relating to the creation, marketing, and purchasing of superior value in products and services.

Author : Arch G. Woodside,Michael Gibbert,Francesca Golfetto
Publisher : Emerald Group Publishing
Page : 488 pages
File Size : 45,8 Mb
Release : 2008-11-01
Category : Business & Economics
ISBN : 9781848551725

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Creating and Managing Superior Customer Value by Arch G. Woodside,Michael Gibbert,Francesca Golfetto Pdf

Advances theory and offers tools for measuring value dimensions and strength. This work focuses on advancing value theory, research and strategy in business-to-business contexts. It is suitable for improving thinking, decisions, and actions relating to the creation, marketing, and purchasing of superior value in products and services.

Author : Art Weinstein
Publisher : CRC Press
Page : 323 pages
File Size : 44,5 Mb
Release : 2012-02-24
Category : Business & Economics
ISBN : 9781439861288

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Superior Customer Value by Art Weinstein Pdf

A customer-centric culture provides focus and direction for the organization, ensuring that exceptional value will be offered to customers — this, in turn, results in enhanced market performance. Unfortunately, caught up in the daily economic and competitive pressures of running complex and fast-changing businesses, managers may lose sight of customers’ desires. And, consequently, customer experiences often fall far short of expectations. Written by an expert with more than fifteen years of experience, Superior Customer Value: Strategies for Winning and Retaining Customers, Third Edition benchmarks the best companies and shows you what it truly means to create world-class value for customers. The book is a state-of-the-art guide to designing, implementing, and evaluating a customer value strategy in service, technology, and information-based organizations. It explores key marketing planning issues that emphasize relationship management strategies to keep customers happy. See What’s New in the Third Edition: New topics include: Business models Co-creation of value Corporate entrepreneurship Customer experience management Customer value metrics Net promoter score Image Innovation Social media Expanded coverage of: Customer relationship management E-business opportunities Written as an academic textbook for use in MBA programs, the book is highly readable, practical, and action-oriented, giving managers at all levels of experience guidance on how to improve marketing operations and create customer-centric organizations. It explains valuable tools such as customer value funnel, customer value assessment, service-quality-image-price (SQIP) analysis, and CRM models. Each chapter has a customer value insight checklist, action items, and informative figures and tables. This revised edition addresses current trends in value-adding business practice, from understanding how to drive a market and find new ventures to the rise in customer importance of the online arena and new models and metrics for customer loyalty and retention. Great companies amaze and delight customers — Superior Customer Value offers a strategic blueprint to learn from the market leaders and apply those lessons to your organization. Art Weinstein discusses the book in several videos on the CRC Press YouTube Channel.

Author : Bradley Gale,Robert Chapman Wood
Publisher : Simon and Schuster
Page : 458 pages
File Size : 40,5 Mb
Release : 1994-03-28
Category : Business & Economics
ISBN : 9780029110454

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Managing Customer Value by Bradley Gale,Robert Chapman Wood Pdf

Argues that companies that offer what their customers consider superior quality products and services will be most successful, and provides advice on reaching that end

Author : Ray Kordupleski
Publisher : Customer Value Management I
Page : 372 pages
File Size : 46,7 Mb
Release : 2003
Category : Consumer satisfaction
ISBN : 1893673073

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Mastering Customer Value Management by Ray Kordupleski Pdf

There is an emerging art and science of customer value management that is proving its worth inincreased market share and shareholder value for the companies that practice it. Customer value management is about: choosing value (determining what customers really value and developing your value proposition ) delivering value (making sure business processes are aligned with value proposition) communicating value (educating the market on your value proposition)The concepts of customer value management and the practical tools that have been developed to support them are the subject of this book.

Author : Simon Ang,Alejandro Oliva
Publisher : CRC Press
Page : 406 pages
File Size : 53,7 Mb
Release : 2004-05-27
Category : Business & Economics
ISBN : 9780203501498

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Superior Customer Value in the New Economy by Simon Ang,Alejandro Oliva Pdf

Great companies consistently meet and exceed customer desires. Superior Customer Value in the New Economy: Concepts and Cases, Second Edition offers a blueprint for responding effectively to customer demands and for creating the benchmarks common to world-class service companies. The Second Edition elaborates on the latest perspectives of the busin

Author : Edwin J. Nijssen,Ruud T. Frambach
Publisher : Springer Science & Business Media
Page : 148 pages
File Size : 49,6 Mb
Release : 2013-11-11
Category : Business & Economics
ISBN : 9781475732771

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Creating Customer Value Through Strategic Marketing Planning by Edwin J. Nijssen,Ruud T. Frambach Pdf

Creating and delivering superior customer value is essential for organizations operating in today's competitive environment. This applies to virtually any kind of organization. It requires a profound understanding of the value creation opportunities in the marketplace, choosing what unique value to create for which customers, and to deliver that value in an effective and efficient way. Strategic marketing management helps to execute this process successfully and to achieving sustainable competitive advantage in the market place. Creating Customer Value Through Strategic Marketing Planning discusses an approach that is both hands-on and embedded in marketing and strategy theory. This book is different from most other marketing strategy books because it combines brief discussions of the underlying theory with the presentation of a selection of useful strategic marketing tools. The structure of the book guides the reader through the process of writing a strategic marketing plan. Suggestions for using the tools help to apply them successfully. This book helps students of marketing strategy to understand strategic marketing planning at work and how to use specific tools. Furthermore, it provides managers with a practical framework and guidelines for making the necessary choices to create and sustain competitive advantage for their organizations.

Author : Art Weinstein,William C. Johnson
Publisher : CRC Press
Page : 338 pages
File Size : 49,8 Mb
Release : 2020-03-25
Category : Business & Economics
ISBN : 9781000083453

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Designing and Delivering Superior Customer Value by Art Weinstein,William C. Johnson Pdf

First Published in 1999, this book stresses the service aspects of an organization - especially customer service, marketing, and organizational responsiveness, and how to create and provide outstanding customer value to the target market(s).

Author : J. Nicholas DeBonis,Eric Balinski,Phil Allen
Publisher : McGraw Hill Professional
Page : 266 pages
File Size : 52,9 Mb
Release : 2002-11-22
Category : Business & Economics
ISBN : 9780071416825

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Value-Based Marketing for Bottom-Line success by J. Nicholas DeBonis,Eric Balinski,Phil Allen Pdf

To be successful in today’s marketplace, a company must integrate its traditional business functions to provide superior value to targeted customers. This means creating an offering that echoes in the customers’ consciousness as a great deal for them. Why? Because the value provided serves customers best interests. In so doing, a business succeeds, attracts new customers, and is able to continually improve the value offered to existing customers. Value Based Marketing for Bottom Line Success provides a 5-step model and critical tools necessary for creating and managing a successful Value Delivery marketing strategy. Customers buy value, not product or features. They buy from the company that provides the most value. And they buy what’s in their best interest. Consequently, the secret to customer retention and growing value relationships with customers is to always make it in their best interest to do business with you by providing the best value in the marketplace. Value Based Marketing for Bottom Line Success: 5 Steps to Creating Competitive Value offers a Value Creation and Delivery process which will help a company to compete profitably in its marketplace by: 1) identifying the value expectations of target customers; 2) selecting the values on which it wants to compete; 3) analyzing the ability within the organization to deliver that value; 4) communicating the value & selling the value message; 5) delivering the value promised & improving the company’s value model. A value-focused strategy, by definition, isn’t a mass marketing strategy; it’s a targeted laser strategy directed at chosen value segments that are profitable for the supplier. This text offers a customer value creation model, which shows how to create and sustain competitive advantage while delivering customer value and offers a method for quantifying customer lifetime value (CLV), which enables a company to identify which customer value segments it should target.

Author : Ian Brooks
Publisher : Unknown
Page : 193 pages
File Size : 46,9 Mb
Release : 1997
Category : Consumer satisfaction
ISBN : 0958350612

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Second to None by Ian Brooks Pdf

Author : Ian Royston Brooks
Publisher : Unknown
Page : 96 pages
File Size : 49,6 Mb
Release : 1998
Category : Consumer satisfaction
ISBN : 0958350620

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Second to None by Ian Royston Brooks Pdf

Author : Tymoteusz Doligalski
Publisher : Springer
Page : 152 pages
File Size : 46,9 Mb
Release : 2014-10-16
Category : Business & Economics
ISBN : 9783319098555

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Internet-Based Customer Value Management by Tymoteusz Doligalski Pdf

Customer value management is a managerial approach in which customers are perceived as the company’s asset, the value of which may be measured and increased through the organization of processes around customer relationships. This book deals with the topic of managing customer lifetime value on the internet, and more specifically on including the role of the internet in customer value proposition to enhance stakeholder and shareholder value. This book also discusses the possibilities of internet-based customer value management and presents a model describing the process leading to it. Its uniqueness lies in presenting a managerial approach to customer relationships rather than offering just another tool of e-marketing. The author’s approach is not limited by branches or sectors – differences in customer value management approaches are perceived through a prism of relationships between the company and its customers.

Author : Art Weinstein
Publisher : CRC Press
Page : 456 pages
File Size : 48,6 Mb
Release : 2004-06-02
Category : Business & Economics
ISBN : 1135458545

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Superior Customer Value in the New Economy by Art Weinstein Pdf

Great companies consistently meet and exceed customer desires. Superior Customer Value in the New Economy: Concepts and Cases, Second Edition offers a blueprint for responding effectively to customer demands and for creating the benchmarks common to world-class service companies. The Second Edition elaborates on the latest perspectives of the business and academic communities, exploring leading marketing and managing developments in the crucial area of customer value (CV). It delivers expert guidance on designing, implementing, and evaluating a CV strategy that benefits e-service and information-based organizations. Building upon concepts, cases, and in-chapter applications, the book addresses best practices, organizational responsiveness, market orientation, and the planning and strategy issues that result in high rates of customer satisfaction in e-service and information-based organizations. It concludes with 18 detailed, "hands-on" examples of companies attempting to create customer value. Each case study delivers an in-depth look at major CV themes such as responding to change, being customer oriented, customer loyalty, and more. Each of these real-world examples provides excellent learning opportunities to model effective customer value behavior and practices.

Author : Art Weinstein,D. Hank Ellison
Publisher : CRC Press
Page : 320 pages
File Size : 54,5 Mb
Release : 2012-02-24
Category : Business & Economics
ISBN : 9781439861295

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Superior Customer Value by Art Weinstein,D. Hank Ellison Pdf

A customer-centric culture provides focus and direction for the organization, ensuring that exceptional value will be offered to customers this, in turn, results in enhanced market performance. Unfortunately, caught up in the daily economic and competitive pressures of running complex and fast-changing businesses, managers may lose sight of custo