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Ouverture De Market Driven Management And Competitive Customer Value 1
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Book Synopsis Ouverture De 'Market-Driven Management and Competitive Customer Value - 1' by : Silvio Brondoni
Download or read book Ouverture De 'Market-Driven Management and Competitive Customer Value - 1' written by Silvio Brondoni and published by . This book was released on 2013 with total page 7 pages. Available in PDF, EPUB and Kindle. Book excerpt: The globalisation of the market generates unprecedented over-supply well in excess of the market potential. This oversupply thus becomes a structural factor of development. In open markets, global competition has set new rules (manufacturing delocalisation, global distribution players, competitive imitation, instable and non-loyal consumption) which have significantly scaled down the model of economic development based on the isolated small and medium sized enterprise without global networking relations. Instead they emphasise the importance of a robust national development policy based on the 'identity of the industrial system', in other words on precise 'intangible macro-system factors'
Book Synopsis Competitive Business Management by : Silvio M. Brondoni
Download or read book Competitive Business Management written by Silvio M. Brondoni and published by Taylor & Francis. This book was released on 2018-07-04 with total page 187 pages. Available in PDF, EPUB and Kindle. Book excerpt: The growth of global corporations has led to the development of new business strategies whose complexity and configuration rest on corporate networks; corporate cross-culture and intangible corporate and product assets. In global markets, corporations compete in a competitive marketspace dimension, in other words, competitive boundaries in which space is not a stable element of the decision-making process, but a competitive factor whose complexity depends on markets increasingly characterized by time-based competition and over-supply. In view of today's fierce competition from US and Southeast Asian corporations, this book highlights global business development policies based on innovation, sustainability and intangible assets. The book assesses competitive business management from a global perspective, examining business development policies linked to the profitability of global firms. It forces readers to actively think through the most fundamental policies developed by global firms in the current competitive landscape and provides answers to questions such as: What are the new drivers of global capitalism?; How do global businesses deal with new local nationalism?; Which governance systems and behavioural norms qualify global businesses?; What are the main business policies that characterize competitive business management in a global competition perspective? Competitive Business Management neatly explains the global business management domain and helps readers to gain an understanding of global development business policies.
Book Synopsis Superior Customer Value and Business Performance by : Stanley F. Slater
Download or read book Superior Customer Value and Business Performance written by Stanley F. Slater and published by . This book was released on 1992 with total page 32 pages. Available in PDF, EPUB and Kindle. Book excerpt:
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.
Book Synopsis Creating a Company for Customers by : Malcolm McDonald
Download or read book Creating a Company for Customers written by Malcolm McDonald and published by Financial Times/Prentice Hall. This book was released on 2001 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Competitive advantage comes from service and added value. The competitive arena has shifted towards an emphasis on people: employees and customers. Now, in order to command that crucial customer preference, the company must be focused on customers, service and employee communication at all levels. Pan-company marketing is a new concept that demonstrates the power of diffusing this focus throughout the whole organization. It is a way of focusing everyone, from the chief executive to the telephone sales person to the company accountant, on winning customer preference and loyalty. "Creating a Company for Customers" explains this business rationale and how it can help your company to deliver more effectively. Key ponts: interviews with the CEO of major organizations on pan-company marketing preface from Sir Michael Perry, President of the Marketing Council case studies from top companies which are putting into practice the principles of pan-company marketing "At last a marketing book which is an antidote to the theoretical 'faddism' that sometimes makes marketing disciplines abstract and irrelevant. A practical and eminently readable guide which should be widely subscribed." --Jane Frost, Sales & Marketing Director, BBC Technology
Book Synopsis Managing Customer Value: One Step At A Time (Second Edition) by : Dilip Soman
Download or read book Managing Customer Value: One Step At A Time (Second Edition) written by Dilip Soman and published by World Scientific. This book was released on 2022-05-10 with total page 414 pages. Available in PDF, EPUB and Kindle. Book excerpt: How do you take an individual who has never done business with your organization and gradually transform them into the best possible customer? How do you decide how much to spend on various marketing actions? How do you think about the pricing decision with a view to optimizing the value of your customers as assets? Where do you start, what tools do you use, and what heuristics are useful in making these decisions? This book attempts to answer questions such as these. The one-sentence summary of the answer, though, is simple — hold the individual's hands and walk them up a value ladder, one step at a time.This book is written for an advanced student of business and the practicing manager. It presents an integrated view of the marketing function. In particular, it focuses on all the activities that a firm engages in to create and manage value - not just the customer-facing activities. It links the traditional views of customer value with the finance, accounting, human resources, organizational behaviour, information technology and operations functions of the organization. It draws on the science of behaviour change and the data sciences to present a contemporary view of the customer value function. The content is meant to be prescriptive — it describes a process for value creation and management, yet analytical; theoretical, yet empirically driven. It urges the reader to think about the customer value function to be organized along activities that the firm would like the customers to engage in, not activities that the firm engages in. It presents a framework that is not only conceptually driven but also has a sound mathematical basis.
Book Synopsis Managing Markets and Customers by : Elearn
Download or read book Managing Markets and Customers written by Elearn and published by Routledge. This book was released on 2012-11-12 with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt: More and more managers are looking for customer focus to help fight the pressures of rising costs, global competition and falling sales. But it’s not simply a case of trying to get closer to your customers. There are more strategic decisions that if made can make your marketing more lean, more focused and more successful. Managing Customers and Markets explores what market orientation means and the key things you need to be able to do as a manager to make a difference. Understand market orientation and what it means for you Recognise ways you can contribute to customer value in your organisation. Explore how to improve customer satisfaction and customer relationships Evaluate your competitive advantage and changes that could be made to structure, products and services to enhance the offer Identify techniques for developing new markets and products.
Book Synopsis Dominating Markets with Value: Advances in Customer Value Management by : R. Eric Reidenbach
Download or read book Dominating Markets with Value: Advances in Customer Value Management written by R. Eric Reidenbach and published by Rhumb Line. This book was released on 2002 with total page 348 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Value-based Marketing Strategy by : Santiago Lopez
Download or read book Value-based Marketing Strategy written by Santiago Lopez and published by Vernon Press. This book was released on 2020-10-06 with total page 293 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book offers novel methods for developing Value-based marketing strategies aimed at increasing revenue and profits. The Value concept relates all the benefits offered by a product with its price and the effort required to obtain it. Global competition requires managing Value rather than individual products or brands. This fosters customer loyalty, and provides a solid basis for relationship marketing. The book takes a practical, step-by-step approach to explain: • How the forces of supply and demand interact with customer Value; • The relationships between benefits, quantities, prices and costs; • How to develop effective competitive strategies; • How to manage inventory and product mix efficiently; • How to apply the Value model to increase profitability, and solve major marketing problems. The book sets forth several new approaches for marketing and pricing decision-making: • The concept of Value integrates marketing, finance, economics and accounting, in order to link Value-based pricing with relationship marketing. • The law of supply and demand is restated with quantity as a function of Value instead of price; this makes it a more realistic and practical tool for understanding today´s highly competitive business environment. • The confrontation and complementation concepts provide useful tools for guiding marketers into new segments, and pricing products accordingly. They play a key role for devising win-win strategies, not only with customers, but also with competitors. • The Value Matrix is a practical tool for understanding the product´s positioning, analyzing its competition, setting prices and developing strategy. It aims at achieving an optimal balance between customer loyalty and product mix profitability. • The Value Life Cycle illustrates how Value acts as a force that constantly changes revenue, providing insight for developing strategies in each phase of the product´s life cycle. • Analogies with physics illustrate how policy constraints create resistance to sales velocity, thereby determining the rate at which a firm advances towards its financial and marketing goals. • The strategy for pricing business services applies Value to balance supply with demand; this leads to increased revenue. • The marketing approach set forth unifies product portfolio and inventory management with Value-based pricing for maximizing income. Clear explanations and accessible language make this book ideal for marketing professionals and non-specialists. Advanced readers may refer to the appendices, where the subjects are analyzed further and the mathematical foundations are laid out; numerous solved problems of pricing and costs are included.
Book Synopsis Creating customer value by : Laurent Tournois
Download or read book Creating customer value written by Laurent Tournois and published by . This book was released on 2020 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: La 4ème de couverture indique : "Business compettion is rooted in the biological model of natural competition meaning that every company/brand must be uniquely superior to all others in its chosen combination of attributes which delineate its competitive segment as stated by Bruce Henderson 40years ago. So, what differentiates competitors in business life ? A superior perceived customer value of their offer compared to others. Nevertheless, despite many books published on this topic, a critical issue remains : should customer value be created the same way in a growing market than in a stagnant market where competitors are legion ? Creating Customer Value : Market Conditions and Strategic Responses goes further in the implementation of customer value creation strategies than previous publications in offering an in-depth analysis of market conditions though a taxonomy that articulates concepts hitherto considered separately such as expressed or latent needs, proactive and reactive approaches, market growth, and competitive pressure. A scientific approach that integrates fields such as population ecology, defensive and offensive management, the principles of reverse innovation, construction and the social dynamics of market among others, provides MBA students with fundamental background necessary to give more objectivity to managerial practice. This book is highly operational in linking customer value creation with specific issues managers usually deal with such as, for example, maintaining leadership in a market that stagnates and responding to the attack of an aggressive competitor, practicing a vertical extension and particulary down the market, innovating in a emerging market, and using these innovations to grow in a mature market. In addition, it articulates several levels of analysis that are the brand, the product line or even the item/stock keeping unit (SKU), subjects which are often insufficiently addressed when it comes to the implications of customer value creating strategies."
Book Synopsis Managing Customer Value by : Dilip Soman
Download or read book Managing Customer Value written by Dilip Soman and published by World Scientific Publishing Company Incorporated. This book was released on 2010 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: How do you take individuals who have never done business with your organization and work on them till some of them eventually become the best possible customers that you have? How do you decide how much to spend on various marketing tactics? How do you think about the pricing decision with a view to optimizing the value of your customers as assets? Where do you start — what tools do you use — what heuristics are useful in making these decisions? This book attempts to answer questions such as these. The one-sentence summary of the answer, though, is simple — hold the individuals hands and walk them through a value chain, one stage at a time.This book is written for an advanced student of business, as well as for the practicing manager, and presents an integrated view of the marketing function. In particular, it focuses on all the activities that a firm engages in to create and manage value, and not just the customer-facing activities. In that sense, it links the traditional views of customer value with the finance, accounting, human resources, organizational behaviour, information technology and operations functions. The content is meant to be prescriptive — it describes a process for value creation and management, yet analytical; theoretical, yet empirically driven. It urges the reader to think about the customer value function to be organized along activities that the firm would like the customers to engage in, not activities that the firm engages in. It presents a framework that is not only conceptually driven but also has a sound mathematical basis.
Book Synopsis Superior Customer Value and Business Performance by : Allen M. Weiss
Download or read book Superior Customer Value and Business Performance written by Allen M. Weiss and published by . This book was released on 1992 with total page 35 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Market-Driven Management by : Jean-Jacques Lambin
Download or read book Market-Driven Management written by Jean-Jacques Lambin and published by Bloomsbury Publishing. This book was released on 2012-07-19 with total page 676 pages. Available in PDF, EPUB and Kindle. Book excerpt: Market-Driven Management adopts a broad approach to marketing, integrating the strategic and operational elements of the discipline. Lambin's unique approach reflects how marketing operates empirically, as both a business philosophy and an action-oriented process. Motivated by the increased complexity of markets, globalisation, deregulation, and the development of e-commerce, the author challenges the traditional concept of the 4Ps and the functional roles of marketing departments, focusing instead on the concept of market orientation. The book considers all of the key market stakeholders, arguing that developing market relations and enhancing customer value is the responsibility of every member of the organization, and that the development of this customer value is the only way for a firm to achieve profit and growth. New to this edition: - Greater coverage of ethical issues and corporate social responsibility; cultural diversity; value and branding and the economic downturn - Broad international perspective - Thoroughly revised to reflect the latest academic thinking and research With its unique approach, international cases and complementary online resources, this book is ideal for postgraduate and upper level undergraduate students of marketing, and for MBAs and Executive MBAs.
Book Synopsis Customer-Based View by : Bruno Busacca
Download or read book Customer-Based View written by Bruno Busacca and published by EGEA spa. This book was released on 2020-10-05T10:00:00+02:00 with total page 414 pages. Available in PDF, EPUB and Kindle. Book excerpt: The imperative of sustainable growth has clearly emphasized the importance of customer centricity and marketing skills, on which depends the ability to grasp the signs of market change, to internalize the customer in business processes, and to deliver a dynamic, attractive and distinctive value proposition. This ability is the precondition for the economic and competitive success of every company in the long run. From this perspective, the book deepens the role of marketing in the creation of company value. Upon illustrating the fundamental strategies to improve marketing performance, we examine the links among customer value, customer satisfaction and customer relations, delving into measurement techniques and management implications.
Book Synopsis Superior Customer Value and Business Performance by : Stanley F. Slater
Download or read book Superior Customer Value and Business Performance written by Stanley F. Slater and published by . This book was released on 1992 with total page 16 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Managing Customer Value by : Dilip Soman
Download or read book Managing Customer Value written by Dilip Soman and published by World Scientific Publishing Company. This book was released on 2022 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: How do you take an individual who has never done business with your organization and gradually transform them into the best possible customer? How do you decide how much to spend on various marketing actions? How do you think about the pricing decision with a view to optimizing the value of your customers as assets? Where do you start, what tools do you use, and what heuristics are useful in making these decisions? This book attempts to answer questions such as these. The one-sentence summary of the answer, though, is simple -- hold the individual's hands and walk them up a value ladder, one step at a time.This book is written for an advanced student of business and the practicing manager. It presents an integrated view of the marketing function. In particular, it focuses on all the activities that a firm engages in to create and manage value - not just the customer-facing activities. It links the traditional views of customer value with the finance, accounting, human resources, organizational behaviour, information technology and operations functions of the organization. It draws on the science of behaviour change and the data sciences to present a contemporary view of the customer value function. The content is meant to be prescriptive -- it describes a process for value creation and management, yet analytical; theoretical, yet empirically driven. It urges the reader to think about the customer value function to be organized along activities that the firm would like the customers to engage in, not activities that the firm engages in. It presents a framework that is not only conceptually driven but also has a sound mathematical basis.
Book Synopsis Managing Customers Profitably by : Lynette Ryals
Download or read book Managing Customers Profitably written by Lynette Ryals and published by Wiley. This book was released on 2009-01-22 with total page 384 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is a response to a need in the market place in the fast-growing field of customer profitability analysis and the profitable management of customer relationships. It combines innovative approaches to calculating the value of customers, with the management strategies necessary to make and keep customers profitable. It includes easy-to-follow instructions on how to calculate customer profitability, including worked examples (non-technical) and discusses strategies and their applications for organizations to manage customers profitably. Based on cases and feedback from the KAM Club and other research, there will be many business-to-business as well as business-to-consumer examples. The book assumes some level of numeracy in its readership. The contents include: Assessing product costs, costs to serve and how these can be estimated, and how to deal with customer-specific overhead costs. It discusses the uses and limitations of the use of customer profitability analysis, and illustrates how to calculate customer lifetime value using two methods, one with actual numbers and one which estimates relative customer lifetime value. Provides an innovative approach to calculating the lifetime value of a customer by taking risk into account. Demonstrates how to recognise and value the relationship benefits of customers, such as word of mouth. Brings into discussion the idea that how customers are managed, links to their profitability. Describes how financial portfolio analysis and theory apply to marketing and how, their application to marketing relates to the optimisation of marketing spend.
