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Author :
Publisher :
ISBN 13 :
Total Pages : 8 pages
Book Rating : 4.:/5 (17 download)
Download or read book Capturing Customers.com written by and published by . This book was released on 2018 with total page 8 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : George W. Colombo
Publisher :
ISBN 13 : 9781564145079
Total Pages : 0 pages
Book Rating : 4.1/5 (45 download)
Download or read book Capturing Customers.com written by George W. Colombo and published by . This book was released on 2001 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: From one of the most respected names in sales and marketing technology, "Capturing Customers.com" provides detailed explanations and useful illustrations of tactics for successful selling and marketing of products and services in today's wired world.
Author : Kai Yang
Publisher : McGraw Hill Professional
ISBN 13 : 9780071593410
Total Pages : 416 pages
Book Rating : 4.5/5 (934 download)
Download or read book Voice of the Customer written by Kai Yang and published by McGraw Hill Professional. This book was released on 2007-11-14 with total page 416 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover All the Advantages of Using Design for Six Sigma to Develop and Build Customer Value-Based Products Voice of the Customer Capture and Analysis equips Six Sigma you with the skills needed to create and deploy surveys, capture real customers need with ethnographic methods, immediately analyze the results, and coordinate and drive responsive actions. Quality expert Kai Yang explains how to utilize the statistical methods of Design for Six Sigma to identify key customer needs and assess the cost of poor quality. He then shows how to design robust products to meet those needs, optimize product life cycles, and accurately validate their findings. Voice of the Customer Capture and Analysis features a wealth of information on Six Sigma and value creation...customer survey design, administration, and analysis...ethnographic research...process management and Lean Product Development...the deployment of customer value into products-DFSS...and value engineering. This product design tool enables you to: Minimize sources of response and measurement error Discern customer preferences Design VOC research to minimize mistranslation Respond to analytical implications of VOC data Optimize design to decrease sensitivity of CTQs to process parameters With the help of Voice of the Customer Capture and Analysis, you can now acquire the skills needed to truly understand a customer's wants and needs, in order to develop and build optimal products. Most Design for Six Sigma product development teams fall short of truly understanding their customers' want and needs until it is too late. Market research studies and reports simply do not provide sufficient guidance. Today's Six Sigma practitioners need a comprehensive approach to designing and building customer value-based products. Voice of the Customer Capture and Analysis now gives you the ability to create and deploy surveys, capture real voice of the customer in the field, immediately analyze the results, and coordinate and drive responsive actions. This powerful product-development tool demonstrates how to utilize the statistical methods of Design for Six Sigma to identify key customer needs ...assess the cost of poor quality...design robust products to meet those needs...optimize product life cycles...and accurately validate their findings. By using the expert methods, strategies, and guidelines presented in Voice of the Customer Capture and Analysis, you can: Harness VOC data to create value-based products Employ Design for Six Sigma to optimize value creation Become proactive in gathering VOC information Improve customer survey design, administration, and analysis Accurately process VOC data Deploy customer value into products-DFSS Perform effective quality function deployment (QFD) Get the most out of value engineering Capitalize on creative design methods Utilize process management and Lean Product Development Apply statistical techniques and Six Sigma metrics This wide-ranging resource will give you the ability to minimize sources of response and measurement error ...clearly discern customer preferences...design VOC research to minimize the perils of mistranslation...respond to analytical implications of VOC data ...and optimize design to decrease sensitivity of CTQs to process parameters. Comprehensive and authoritative, Voice of the Customer Capture and Analysis provides you with all the tools you need to fully understand customer needs and wants_and then develop and build outstanding products that meet, or exceed, customer expectations.
Author : David Bejou
Publisher : Routledge
ISBN 13 : 1317960262
Total Pages : 123 pages
Book Rating : 4.3/5 (179 download)
Download or read book Capturing Customer Equity written by David Bejou and published by Routledge. This book was released on 2014-06-11 with total page 123 pages. Available in PDF, EPUB and Kindle. Book excerpt: One of the most important new concepts in marketing is customer equity—here’s the essential information you need to create and manage it! This book presents thought-provoking, cutting-edge writing on customer equity management. The editors and contributing authors are top international marketing researchers who share their expertise in this new area of marketing research and practice. Capturing Customer Equity: Moving from Products to Markets is designed to enable academics to chart out future research directions and to help marketers to apply recently developed frameworks to the creation and management of customer equity in domestic and international markets. Handy charts, tables, and figures make complex information easy to access and understand. Capturing Customer Equity: Moving from Products to Markets is divided into five chapters: Developing Relationship Equity in International Markets This chapter delves into the realm of relationship marketing to define the term relationship equity and presents strategies for enhancing relationship equity in international markets via personal relationships as well as consistent processes and outcomes. This chapter, written by the editors and their partner Arun Sharma, also looks at specific implications for relationship marketing theory and practice in international markets. Dimension and Implementation Drivers of Customer Equity Management (CEM)—Conceptual Framework, Qualitative Evidence, and Preliminary Results of a Quantitative Study This chapter explores theoretical considerations as well as qualitative and quantitative research applying confirmatory factor analysis. It identifies three important dimensions of Customer Equity Management (CEM)—analytical, strategic, and operational—as well as three types of CEM implementation drivers, which represent determinants of the three CEM dimensions. Authors Manfred Bruhn, Dominik Georgi, and Karsten Hadwich present the measures they’ve developed for the CEM dimensions and drivers. These measures provide valuable help to practitioners and academics who need to understand how to manage and implement systematic customer equity management. A Network-Based Approach to Customer Equity Management This chapter, by René Algesheimer and Florian von Wangenheim, moves beyond the dyadic relationship marketing concept to present a theoretical framework for extending current thinking on customer equity towards the network perspective. Based on the current literature in social work, this chapter examines the characteristics that are likely to be powerful predictors of a customer’s network value. Practical implications are highlighted, and directions for further research are suggested. Strategies for Maximizing Customer Equity of Low Lifetime Value Customers The management of customer equity has become a major issue for many firms. This chapter examines strategies designed to assist firms in their relationships with customers who have low lifetime value. By examining the relevant literature as well as industry strategies, author Arun Sharma explores the reasons why “transactional” and “discount” customers have largely been ignored by marketing strategists, and proposes methods to enhance segment penetration and the performance of firms. Implications for managers are also highlighted. Customer Value-Based Entry Decision in International Markets: The Cnocept of International Added Customer Equity Market entry decisions are some of a firm’s most important long-term strategic choices. Still, the international marketing literature has not yet fully incorporated the idea of relationship marketing in general, and the customer value concept in particular, as a basis for market entry decisions. This chapter, by Heiner Evanschitzky and Florian von Wange
Author : Harry Macdivitt
Publisher : McGraw Hill Professional
ISBN 13 : 0071768602
Total Pages : 288 pages
Book Rating : 4.0/5 (717 download)
Download or read book Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value written by Harry Macdivitt and published by McGraw Hill Professional. This book was released on 2011-10-17 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: A Groundbreaking Pricing Model for the New Business Landscape Why would any customer choose Brand X over Brand Y, regardless of price? In a word: Value. When customers feel they are getting good value from your product or service, they are more than happy to pay more—which is good news for you and your business. Even in today’s global market—with its aggressive competitors, low-cost commodities, savvy consumers, and intangible digital offerings—you can outsell and outperform the rest using Value-Based Pricing. Done correctly, this method of pricing and selling helps you: Understand your customers’ wants and needs Focus on what makes your company different Quantify your differences and build a value-based strategy Communicate your value directly to your customers Now more than ever, it is essential for you to reexamine the reality of the value you offer customers—and this step-by-step program shows you how. Developed by global consultants Harry Macdivitt and Mike Wilkinson, Value-Based Pricing identifies three basic elements of the Value Triad: revenue gain, cost reduction, and emotional contribution. By delivering these core values to your customers—through marketing, selling, negotiation, and pricing—you can expect an increase in profits, productivity, and consumer goodwill. These are the same value-based strategies used by major companies such as Philips, Alstom, Siemens, and Virgin Mobile. And when it comes to today’s more intangible markets—such as consulting services or digital properties like e-books and music files—these value-based strategies are more important than ever. So forget about your old pricing methods based on costs and competition. Once you know your own value—and how to communicate it to others—everybody profits.
Author : Junge, Anna Lisa
Publisher : Universitätsverlag der TU Berlin
ISBN 13 : 3798331774
Total Pages : 226 pages
Book Rating : 4.7/5 (983 download)
Download or read book Conceptualizing and capturing digital transformation’s customer value – a logistics and supply chain management perspective written by Junge, Anna Lisa and published by Universitätsverlag der TU Berlin. This book was released on 2020-12-22 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: This thesis aims to add knowledge that contributes to answering the question of how digital transformation technologies can contribute to increasing customer value in logistics and supply chain management (L&SCM), and how manufacturing companies can mindfully use them. The output of the thesis is an architectural framework that proposes performance components, approaches and methodologies that can help in capturing this customer value. To build the basis for such a framework, this research first deduces and presents the underlying definition of digital transformation and describes its potential for, as well as current barriers for its application in, L&SCM. The study uses a systematic literature review to identify nine underlying digital transformation technology bundles. These are: auto-identification technologies; information and communication technologies; the cloud; cyber physical systems; analytics; distributed ledger; automation technologies; augmented and virtual reality; and additive manufacturing. These technologies served as inputs for a nominal group technique workshop aiming to conceptualize the dimensions of customer value based on the technologies. The derived dimensions are information disclosure, time, product/production, service/assistance, quality, choice options, and planning. Based on these findings, this thesis presents an impact assessment for customer-based L&SCM performance. The three-plus-one customer value propositions are availability, servitization, co-creation, and cognition as enhancement. Expert interviews provide the data for the architectural framework for capturing customer value based on digital transformation technologies in L&SCM. The six dimensions covered are the customer value proposition; the value portfolio; scope of collaboration; human resource management and organization; performance management; as well as the (re-)adjusting value assessment. The main scientific contribution lies in conceptualizing the customer value for L&SCM based on digital transformation technologies whereas the architectural framework constitutes the main practical contributions. Ziel dieser Arbeit ist es, die Frage zu beantworten, wie digitale Transformationstechnologien dazu beitragen und bewusst eingesetzt werden können, um den Kundennutzen in Logistik und Supply Chain Management (L&SCM) von produzierenden Unternehmen zu erhöhen. Das Ergebnis ist ein architektonischer Rahmen, der Leistungskomponenten, Ansätze und Methoden vorschlägt, wie dieser Kundenmehrwert erfasst und umgesetzt werden kann. Um die Grundlage für das Framework zu schaffen, leitet diese Arbeit zunächst die zugrunde liegende Definition für digitale Transformation ab und beschreibt deren Potentiale sowie die aktuellen Barrieren für L&SCM. Die relevanten neun digitalen Transformationstechnologiebündel werden auf Basis einer systematischen Literaturanalyse identifiziert. Es handelt sich um Technologien zur automatischen Identifizierung, Informations- und Kommunikationstechnologien, Cloud, cyberphysikalische Systeme, Analytics, Distributed Ledger, Automatisierungstechnologien, Augmented und Virtual Reality sowie Additive Fertigung. Diese Technologien dienen als Input für einen Nominal Group Technique-Workshop, der darauf abzielt, die Dimensionen des Kundennutzens auf der Grundlage dieser Technologien zu konzeptualisieren. Die abgeleiteten Dimensionen sind Informationsverfügbarkeit, Zeit, Produkt/Produktion, Service und Assistenzsysteme, Qualität, Auswahlmöglichkeiten und Planung. Auf der Grundlage dieser Ergebnisse wird ein Einflussmodell für kundenorientierte L&SCM Leistungen vorgestellt. Die drei plus eins Kundenwertversprechen sind Verfügbarkeit, Service, Ko-Kreation und Kognition als Zusatzkomponente bzw. Erweiterung. Experteninterviews dienen als Datenbasis für das architektonische Framework zur Erfassung des Kundennutzens auf der Grundlage digitaler Transformationstechnologien in L&SCM. Die sechs abgedeckten Dimensionen sind das Kundenwertversprechen, das Wertportfolio, Kollaboration, Personalmanagement und Organisation, Leistungsmanagement sowie die Erfassung und Bewertung des Kundenwertes. Der wichtigste wissenschaftliche Beitrag liegt in der Konzeption des Kundennutzens für L&SCM auf der Grundlage digitaler Transformationstechnologien, während der wichtigste praktische Beitrag in dem architektonischen Framework zu sehen ist.
Author : Peter Francese
Publisher : Probus Publishing Company
ISBN 13 : 9780936889054
Total Pages : 200 pages
Book Rating : 4.8/5 (89 download)
Download or read book Capturing Customers written by Peter Francese and published by Probus Publishing Company. This book was released on 1991 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : John DeVincentis
Publisher : McGraw Hill Professional
ISBN 13 : 0071371265
Total Pages : 320 pages
Book Rating : 4.0/5 (713 download)
Download or read book Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value written by John DeVincentis and published by McGraw Hill Professional. This book was released on 1999-02-05 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.
Author : Paul LeRoux
Publisher : John Wiley & Sons
ISBN 13 : 0470146273
Total Pages : 268 pages
Book Rating : 4.4/5 (71 download)
Download or read book Visual Selling written by Paul LeRoux and published by John Wiley & Sons. This book was released on 2007-07-27 with total page 268 pages. Available in PDF, EPUB and Kindle. Book excerpt: Visual Selling provides salespeople with tools to sell in an increasingly image-oriented culture. More so than ever before, the way a salesperson looks and acts, the images on a screen or in handouts, and even room environments can impact people’s trust, satisfaction and willingness to buy. The authors believe that, to sell most effectively, the seller must be the visual focal point. This book draws on 25 years of experience coaching individuals and organizations in the art of visual selling, sharing stories and techniques used in big-dollar competitive presentations and pitches to senior management. Divided into three sections (the Seller as Focal Point, Getting Ready to Sell and Selling Situations), Visual Selling will appeal to a wide variety of business readers because it can be used to help salespeople sell one-on-one, as well as to assist corporate presenters at selling new programs or products in-house. Section I – The Seller as Focal Point Section II – Getting Ready to Sell Section III – Selling Situations
Author : Stephanie Tursic Burns
Publisher :
ISBN 13 : 9781891231513
Total Pages : 0 pages
Book Rating : 4.2/5 (315 download)
Download or read book Selling on Your Strengths written by Stephanie Tursic Burns and published by . This book was released on 2001-06 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Pius, Abraham
Publisher : IGI Global
ISBN 13 : 1799822060
Total Pages : 290 pages
Book Rating : 4.7/5 (998 download)
Download or read book Contemporary Management Approaches to the Global Hospitality and Tourism Industry written by Pius, Abraham and published by IGI Global. This book was released on 2020-03-27 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: The hospitality, travel, and tourism industries play a major role in citizen wellbeing, socio-cultural integration, and the economic advancement of a nation. The industries are increasingly complex in operation, demanding excellence across a far-reaching and diverse set of capabilities and changes in management practices across the board. With growing expectations for a better service quality from the users and endless calls for value-added service, managers are under constant pressure to improve their services across all aspects while growing customer numbers to meet various stakeholder expectations. Contemporary Management Approaches to the Global Hospitality and Tourism Industry is a key reference source that provides crucial knowledge on the application of new management practices and trends in the tourism industry. While highlighting topics such as service quality, culture sensitivity, and brand marketing, this publication explores the influence of globalization and the methods of sustainable business practices. This book is ideally designed for managers, hotel directors, restaurateurs, researchers, industry professionals, professors, and students seeking cutting-edge hospitality and tourism management strategies.
Author : John Maleyeff
Publisher : Routledge
ISBN 13 : 100007532X
Total Pages : 239 pages
Book Rating : 4.0/5 ( download)
Download or read book Service Science written by John Maleyeff and published by Routledge. This book was released on 2020-08-03 with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt: To remain relevant in today’s world, practitioners should presume that they have two jobs: first, to do their work effectively so that they provide value to the organization; second, to improve how the work is done so that their organization remains competitive. This book offers clear guidance to excel at this ubiquitous second job. Informed by an appreciation that most personnel that work in any firm, even firms that are manufacturing-oriented, routinely provide services as a key element of their jobs, this book explains how to provide and improve internal customer service, regardless of industry or role. It illustrates the common features, or service process "DNA," while providing a diverse set of examples to enhance understanding. Written by a pioneer in the development of principles and methodologies that address services in a structured and distinctive manner, this book stresses that service processes are distinctly different from manufacturing processes. Rigorous and practical, this book will appeal to students and professionals alike, in business, hospitality, industrial management, public health, and other fields. Online resources include Excel files that act as templates to help with quantitative analysis routines.
Author : Stacey Hall
Publisher : Berrett-Koehler Publishers
ISBN 13 : 1609940377
Total Pages : 234 pages
Book Rating : 4.6/5 (99 download)
Download or read book Attracting Perfect Customers written by Stacey Hall and published by Berrett-Koehler Publishers. This book was released on 2001-10-15 with total page 234 pages. Available in PDF, EPUB and Kindle. Book excerpt: “A step-by-step approach to increasing your happiness, as well as your profitability and success in business . . . A very provocative concept.” —Gerry Myers, author of Targeting the New Professional Woman Most businesses spend far too much of their time and energy struggling to get new customers or hang on to existing ones—even customers who are ultimately more trouble than they’re worth. Attracting Perfect Customers invites readers to move beyond the notions that “business is war” and winning market share means “beating” the other guy. The authors outline a simple strategic process for making businesses so highly attractive that perfect customers and clients are naturally drawn right to them. Sound too good to be true? Hall and Brogniez have successfully shown clients how to do it for years, and now they share their secrets. They prove that war-like marketing techniques seem antiquated and labor-intensive when compared to the Strategic Attraction Planning process, which requires just five minutes each day and enables any business to easily attract customers that are a perfect fit for their organization—the kind of customers it is a pleasure to serve. The authors reveal the six success standards of strategic synchronicity and share simple, fun, and easy-to-follow exercises that can be applied to any organization. They walk you through the process of creating your own personalized Strategic Attraction Plan and provide 21 supportive tips for making any company more attractive to its perfect customers. Attracting Perfect Customers will take you to a place where there is an abundance of perfect customers and clients with whom you can build strong, satisfying, profitable, and lasting relationships.
Author : Erik Peterson
Publisher : McGraw Hill Professional
ISBN 13 : 0071849726
Total Pages : 256 pages
Book Rating : 4.0/5 (718 download)
Download or read book The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale written by Erik Peterson and published by McGraw Hill Professional. This book was released on 2015-06-05 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle The Three Value Conversations provides the tools and methods you need to differentiate you and your solution from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle. Based on extensive research, the authors’ program enables salespeople to articulate value in three essential conversations with the customer: the Differentiation Conversation (creating value), the Justification Conversation (elevating the value to the right level of decision maker), and the Maximization Conversation (capturing that value and maximizing the size of your opportunities).
Author : Roger J. Baran
Publisher : Taylor & Francis
ISBN 13 : 1317419332
Total Pages : 450 pages
Book Rating : 4.3/5 (174 download)
Download or read book Customer Relationship Management written by Roger J. Baran and published by Taylor & Francis. This book was released on 2016-12-08 with total page 450 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book balances the behavioral and database aspects of customer relationship management, providing students with a comprehensive introduction to an often overlooked, but important aspect of marketing strategy. Baran and Galka deliver a book that helps students understand how an enhanced customer relationship strategy can differentiate an organization in a highly competitive marketplace. This edition has several new features: Updates that take into account the latest research and changes in organizational dynamics, business-to-business relationships, social media, database management, and technology advances that impact CRM New material on big data and the use of mobile technology An overhaul of the social networking chapter, reflecting the true state of this dynamic aspect of customer relationship management today A broader discussion of the relationship between CRM and the marketing function, as well as its implications for the organization as a whole Cutting edge examples and images to keep readers engaged and interested A complete typology of marketing strategies to be used in the CRM strategy cycle: acquisition, retention, and win-back of customers With chapter summaries, key terms, questions, exercises, and cases, this book will truly appeal to upper-level students of customer relationship management. Online resources, including PowerPoint slides, an instructor’s manual, and test bank, provide instructors with everything they need for a comprehensive course in customer relationship management.
Author : Susan M. O'Dell
Publisher : J. Wiley & Sons Canada
ISBN 13 :
Total Pages : 296 pages
Book Rating : 4.0/5 ( download)
Download or read book The Butterfly Customer written by Susan M. O'Dell and published by J. Wiley & Sons Canada. This book was released on 2000-08-29 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: Develop difficult-to-attain customer trust and loyalty through predictable and consistent service experience Today's customer is a "Butterfly Customer," skeptical, not loyal to any product or company, and only yours until the next best thing comes along. The Butterfly Customer defines the true meaning of customer loyalty and provides a master plan for achieving success. Authors Susan O'Dell and Joan Pajunen explain that a better measure of a customer's loyalty is how much trust they place in your business. Here, business managers will learn how to write their own contracts with customers, determine what promises that contract with the customer implies, and focus on delivering service. By running a business with integrity, owners will develop trust with their customers and profit by doing so. * Includes numerous examples of actual companies and what actions they are taking to capture customers' loyalty Susan M. O'Dell and Joan A. Pajunen (both from Mississauga, Canada) are Principals in Service Dimensions, a consulting company specializing in retail and service sectors.
Author : Alan Wilson
Publisher : McGraw Hill
ISBN 13 : 007714659X
Total Pages : 587 pages
Book Rating : 4.0/5 (771 download)
Download or read book EBOOK: Services Marketing: Integrating Customer Focus Across the Firm written by Alan Wilson and published by McGraw Hill. This book was released on 2012-06-16 with total page 587 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Second European Edition of Services Marketing: Integrating Customer Focus Across the Firm by Wilson, Zeithaml, Bitner and Gremler uniquely focuses on the development of customer relationships through quality service. Reflecting the increasing importance of the service economy, Services Marketing is the only text that put the customer's experience of services at the centre of its approach. The core theories, concepts and frameworks are retained, and specifically the gaps model, a popular feature of the book. The text moves from the foundations of services marketing before introducing the gaps model and demonstrating its application to services marketing. In the second edition, the book takes on more European and International contexts to reflect the needs of courses, lecturers and students. The second edition builds on the wealth of European and International examples, cases, and research in the first edition, offering more integration of European content. It has also be fully updated with the latest research to ensure that it continues to be seen as the text covering the very latest services marketing thinking. In addition, the cases section has been thoroughly examined and revised to offer a range of new case studies with a European and global focus. The online resources have also been fully revised and updated providing an excellent package of support for lecturers and students.
