Creating And Managing Superior Customer Value

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Superior Customer Value

Author : Art Weinstein
Publisher : Routledge
ISBN 13 : 1351214322
Total Pages : 218 pages
Book Rating : 4.3/5 (512 download)

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Book Synopsis Superior Customer Value by : Art Weinstein

Download or read book Superior Customer Value written by Art Weinstein and published by Routledge. This book was released on 2018-12-07 with total page 218 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Mastering Customer Value Management

Author : Ray Kordupleski
Publisher : Customer Value Management I
ISBN 13 : 9781893673076
Total Pages : 372 pages
Book Rating : 4.6/5 (73 download)

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Book Synopsis Mastering Customer Value Management by : Ray Kordupleski

Download or read book Mastering Customer Value Management written by Ray Kordupleski and published by Customer Value Management I. This book was released on 2003 with total page 372 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Managing Customer Value

Author : Bradley Gale
Publisher : Simon and Schuster
ISBN 13 : 143918836X
Total Pages : 453 pages
Book Rating : 4.4/5 (391 download)

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Book Synopsis Managing Customer Value by : Bradley Gale

Download or read book Managing Customer Value written by Bradley Gale and published by Simon and Schuster. This book was released on 2009-11-24 with total page 453 pages. Available in PDF, EPUB and Kindle. Book excerpt: Even today with quality improvement the battle cry of American industry, the quality programs in most companies are limited to "conformance to technical standards," according to quality expert Bradley Gale. While some have ventured a step farther to measure customer satisfaction, few of them, Gale demonstrates, have attempted to track market-perceived "quality" -- how buyers select among competing suppliers, why orders are won or lost, and which competitors are succeeding in which market segments. Using cases including Milliken & Company; AT&T, United Van Lines, and Gillette, Gale shows how leading-edge companies have gone beyond the minimal achievements of conformance quality and customer satisfaction to focus on the third, higher stage, "market-perceived quality versus competitors" and aspire to an emerging fourth stage, "true strategic management." Drawing on his extensive research at AT&T, Johnson & Johnson, Parke-Davis, and other world-class companies, Gale provides new metrics for market-perceived quality that are straightforward and easy to interpret. His set of seven integrative tools for customer value analysis makes up the heart of the "war room wall" to help guide business-unit teams in their effort to outperform competitors in satisfying customers. The great value of these tools is that they are derived from a future-oriented strategic navigation system that tracks competitive information and market-perceived quality. Learning to master this system accelerates customer satisfaction from a slogan to a science and leads ultimately to true strategic management -- the fourth stage of Total Quality Management. The processes described in this book provide an insider's perspective on the criteria of the Baldrige Award. Bradley Gale's insights and innovative methods for defining, measuring, and improving market-perceived quality will create an entirely new thrust for the worldwide quality movement.

Creating and Managing Superior Customer Value

Author : Arch G. Woodside
Publisher : Emerald Group Publishing
ISBN 13 : 1848551738
Total Pages : 487 pages
Book Rating : 4.8/5 (485 download)

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Book Synopsis Creating and Managing Superior Customer Value by : Arch G. Woodside

Download or read book Creating and Managing Superior Customer Value written by Arch G. Woodside and published by Emerald Group Publishing. This book was released on 2008-11-01 with total page 487 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Creating Customer Value Through Strategic Marketing Planning

Author : Edwin J. Nijssen
Publisher : Springer Science & Business Media
ISBN 13 : 1475732775
Total Pages : 148 pages
Book Rating : 4.4/5 (757 download)

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Book Synopsis Creating Customer Value Through Strategic Marketing Planning by : Edwin J. Nijssen

Download or read book Creating Customer Value Through Strategic Marketing Planning written by Edwin J. Nijssen and published by Springer Science & Business Media. This book was released on 2013-11-11 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Superior Customer Value

Author : Art Weinstein
Publisher : CRC Press
ISBN 13 : 1439861285
Total Pages : 323 pages
Book Rating : 4.4/5 (398 download)

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Book Synopsis Superior Customer Value by : Art Weinstein

Download or read book Superior Customer Value written by Art Weinstein and published by CRC Press. This book was released on 2012-02-24 with total page 323 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Designing and Delivering Superior Customer Value

Author : Art Weinstein
Publisher : CRC Press
ISBN 13 : 1000083454
Total Pages : 355 pages
Book Rating : 4.0/5 ( download)

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Book Synopsis Designing and Delivering Superior Customer Value by : Art Weinstein

Download or read book Designing and Delivering Superior Customer Value written by Art Weinstein and published by CRC Press. This book was released on 2020-03-25 with total page 355 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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).

Creating Value for Customers

Author : William A. Band
Publisher :
ISBN 13 :
Total Pages : 352 pages
Book Rating : 4.:/5 (319 download)

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Book Synopsis Creating Value for Customers by : William A. Band

Download or read book Creating Value for Customers written by William A. Band and published by . This book was released on 1991-03-20 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt: The 1990s bring challenges to American business that will require radical new management strategies. The management revolution gathering momentum across the country puts customer value creation as Priority One. Shows you why customer value creation is vital for business success and teaches you how to transform your organization into a high value delivering enterprise. You'll find all the tools and approaches for value creation that give senior executives and top-level managers a reliable road map for strategic change. And you'll learn these techniques and methods from actual case study examples of industry leaders who are now pioneering the new approaches for becoming increasingly valued by their customers.

Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value

Author : Harry Macdivitt
Publisher : McGraw Hill Professional
ISBN 13 : 0071768602
Total Pages : 305 pages
Book Rating : 4.0/5 (717 download)

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Book Synopsis Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value by : Harry Macdivitt

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 305 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.

Creating Value in Financial Services

Author : Edward L. Melnick
Publisher : Springer Science & Business Media
ISBN 13 : 1461546052
Total Pages : 486 pages
Book Rating : 4.4/5 (615 download)

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Book Synopsis Creating Value in Financial Services by : Edward L. Melnick

Download or read book Creating Value in Financial Services written by Edward L. Melnick and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 486 pages. Available in PDF, EPUB and Kindle. Book excerpt: Creating Value in Financial Services is a compilation of state-of-the-art views of leading academics and practitioners on how financial service firms can succeed in today's competitive environment. The book is based on two conferences held at New York University: the first, `Creating Value in Financial Services', held in March 1997, and the second, `Operations and Productivity in Financial Services', in April 1998. The book is essentially designed to be a compendium of leading edge thinking and practice in the management of financial services firms. There is no book today that has this focus. It contains ideas that can apply to other service industries. Topics addressed are increasingly important worldwide as the financial services industries consolidate and search for innovative new directions and ways to create value in a fiercely competitive environment.

Value-Based Marketing for Bottom-Line success

Author : J. DeBonis
Publisher : McGraw-Hill
ISBN 13 : 9780071396561
Total Pages : 245 pages
Book Rating : 4.3/5 (965 download)

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Book Synopsis Value-Based Marketing for Bottom-Line success by : J. DeBonis

Download or read book Value-Based Marketing for Bottom-Line success written by J. DeBonis and published by McGraw-Hill. This book was released on 2002-12-12 with total page 245 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Introduction to Business

Author : Lawrence J. Gitman
Publisher :
ISBN 13 :
Total Pages : 1455 pages
Book Rating : 4./5 ( download)

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Book Synopsis Introduction to Business by : Lawrence J. Gitman

Download or read book Introduction to Business written by Lawrence J. Gitman and published by . This book was released on 2024-09-16 with total page 1455 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introduction to Business covers the scope and sequence of most introductory business courses. The book provides detailed explanations in the context of core themes such as customer satisfaction, ethics, entrepreneurship, global business, and managing change. Introduction to Business includes hundreds of current business examples from a range of industries and geographic locations, which feature a variety of individuals. The outcome is a balanced approach to the theory and application of business concepts, with attention to the knowledge and skills necessary for student success in this course and beyond. This is an adaptation of Introduction to Business by OpenStax. You can access the textbook as pdf for free at openstax.org. Minor editorial changes were made to ensure a better ebook reading experience. Textbook content produced by OpenStax is licensed under a Creative Commons Attribution 4.0 International License.

Better, Simpler Strategy

Author : Felix Oberholzer-Gee
Publisher : Harvard Business Press
ISBN 13 : 1633699706
Total Pages : 348 pages
Book Rating : 4.6/5 (336 download)

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Book Synopsis Better, Simpler Strategy by : Felix Oberholzer-Gee

Download or read book Better, Simpler Strategy written by Felix Oberholzer-Gee and published by Harvard Business Press. This book was released on 2021-04-20 with total page 348 pages. Available in PDF, EPUB and Kindle. Book excerpt: Named one of the best strategy books of 2021 by strategy+business Get to better, more effective strategy. In nearly every business segment and corner of the world economy, the most successful companies dramatically outperform their rivals. What is their secret? In Better, Simpler Strategy, Harvard Business School professor Felix Oberholzer-Gee shows how these companies achieve more by doing less. At a time when rapid technological change and global competition conspire to upend traditional ways of doing business, these companies pursue radically simplified strategies. At a time when many managers struggle not to drown in vast seas of projects and initiatives, these businesses follow simple rules that help them select the few ideas that truly make a difference. Better, Simpler Strategy provides readers with a simple tool, the value stick, which every organization can use to make its strategy more effective and easier to execute. Based on proven financial mechanics, the value stick helps executives decide where to focus their attention and how to deepen the competitive advantage of their business. How does the value stick work? It provides a way of measuring the two fundamental forces that lead to value creation and increased financial success—the customer's willingness-to-pay and the employee's willingness-to-sell their services to the business. Companies that win, Oberholzer-Gee shows, create value for customers by raising their willingness-to-pay, and they provide value for talent by lowering their willingness-to-sell. The approach, proven in practice, is entirely data driven and uniquely suited to be cascaded throughout the organization. With many useful visuals and examples across industries and geographies, Better, Simpler Strategy explains how these two key measures enable firms to gauge and improve their strategies and operations. Based on the author's sought-after strategy course, this book is your must-have guide for making better strategic decisions.

Creating and Delivering Your Value Proposition

Author : Cindy Barnes
Publisher : Kogan Page Publishers
ISBN 13 : 0749458593
Total Pages : 232 pages
Book Rating : 4.7/5 (494 download)

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Book Synopsis Creating and Delivering Your Value Proposition by : Cindy Barnes

Download or read book Creating and Delivering Your Value Proposition written by Cindy Barnes and published by Kogan Page Publishers. This book was released on 2009-10-03 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: In recent years, developing a value proposition has become a prime consideration for businesses. A value proposition is an analysis and quantified review of the business benefits, costs and value that a company can deliver to prospective customers and customer segments. Creating and Delivering your Value Proposition provides guidance for business leaders - demonstrating why having a strong value proposition is so important for a company. This practical new title shows readers how to build, deliver and harness value propositions to create profitable growth for a business, by utilizing the experience of clients and customers. Featuring global case studies and examples, Creating and Delivering your Value Proposition is an essential guide to understanding and developing a value-focused strategy for all senior practitioners.

The Market Driven Organization

Author : George S. Day
Publisher : Simon and Schuster
ISBN 13 : 1471104478
Total Pages : 299 pages
Book Rating : 4.4/5 (711 download)

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Book Synopsis The Market Driven Organization by : George S. Day

Download or read book The Market Driven Organization written by George S. Day and published by Simon and Schuster. This book was released on 2012-12-11 with total page 299 pages. Available in PDF, EPUB and Kindle. Book excerpt: 'Market Driven Strategy' is a buzzword that many business people use without fully grasping its meaning. Now George Day, the inventor of the phrase, follows up his groundbreaking book MARKET DRIVEN STRATEGY with practical advice for managers who want to better communicate with their customers, perform miles ahead of their competitors, and continually be responsive to both. Based on nearly a decade of research, teaching, and consulting on the topic, THE MARKET DRIVEN ORGANIZATION shows how to apply Day's essential marketing theories to an entire company. Complete with diagnostic questionnaires and other assessment tools to identify strengths and weaknesses and lead companies through change, THE MARKET DRIVEN ORGANIZATION is an indispensable guide that will provide managers with crucial insights drawn from the most thorough research of the decade.

Creating Value Through Packaging

Author : Jim Peters
Publisher : DEStech Publications, Inc
ISBN 13 : 1605950874
Total Pages : 217 pages
Book Rating : 4.6/5 (59 download)

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Book Synopsis Creating Value Through Packaging by : Jim Peters

Download or read book Creating Value Through Packaging written by Jim Peters and published by DEStech Publications, Inc. This book was released on 2013 with total page 217 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book fills a deep need in the packaging industry - a methodical guide to managing packaging that also demonstrates how packaging, considered in a total context, benefits all phases of a business and its customers. Starting from the premise that packaging is implicated in a network of material, social, economic and psychological factors, the book offers a comprehensive strategy highlighting packaging's value-adding roles in creating successful products and enhancing the experience of customers - B2B as well as consumers. But the book's practical applications are deeper. By illuminating the multiple relationships of packaging to organizations and cultural trends and linking them to one another and to business drivers, the book offers a useful new way to think about packaging, one that includes and goes beyond cost analysis to demonstrate how packaging is a corporate asset needed to innovate and increase profits. Methods in the book are shown to apply to a wide range of choices managers must make.The book covers all the standard operating procedures of packaging development, which, along with numerous flow charts, formulas and graphics, are designed to improve operations, planning, and sales.

Creating Value Through Technology

Author : Andrew Hampshire
Publisher : Bloomsbury Publishing
ISBN 13 : 1472962052
Total Pages : 257 pages
Book Rating : 4.4/5 (729 download)

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Book Synopsis Creating Value Through Technology by : Andrew Hampshire

Download or read book Creating Value Through Technology written by Andrew Hampshire and published by Bloomsbury Publishing. This book was released on 2020-11-12 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Hampshire's book is aimed at the lay reader and its pages are peppered with practical advice and illustrative case studies” – Irish Times Business leaders are often too busy to familiarise themselves with the benefits and risks of technical undertakings such as new IT plans or changing digital platforms. Yet, if managed effectively, such initiatives can result in huge returns. Creating Value Through Technology provides CEOs, business owners and directors with a clear and accessible guide to the most prominent and profitable technologies that are available, allowing them to confidently implement and sustain new tech strategies. Different elements of the value chain can be supported and enhanced by different technologies – so it's important to understand how investments in tech can drive revenue growth, profitability and the valuation of a business. In this informative yet approachable book, Andrew Hampshire draws upon years of experience and an array of case studies to assess the potentiality and feasibility of different technologies in creating value based on a business's overall strategy. Andrew's book is centred around the basic levers of shareholder value creation: revenue growth, earnings growth and cash generation alongside the multiples used to value businesses. The book applies this framework to existing and burgeoning technologies, exploring where they can be best implemented and sustained to encourage growth. With Creating Value Through Technology, business leaders will discover a newfound confidence in incorporating technological strategies that will revolutionise their business for the digital age.