ISBN 9780761936046,Customer Value Investment : Formula for Sustained Business Success

Customer Value Investment : Formula for Sustained Business Success



SAGE Publications Ltd

Publication Year 2007

ISBN 9780761936046

ISBN-10 0761936041


Number of Pages 208 Pages
Language (English)


The Customer is the ultimate driver of a business. Customers buy products and services that give them more value and this value is what gives one company the winning edge over another. Using the unique Customer-in-Center concept, this pathbreaking book explains how investing in Customer Value can increase the market share and profitability of a company. It shows companies how they can be driven by Customers and their needs, and how sustained business success can be achieved through Customer Value Investment. In addition to clearly explaining key terms and basic concepts?insightfully illustrated with caselets, tables, graphs and key points in each chapter?the book explains how companies can: - Move beyond Customer management and satisfaction to loyalty - Become market leaders and improve business results - Understand the value they provide to Customers - Improve service quality and loyalty - Set up Customer-Circles and build Customer Conduits - Understand competitive strategies and pre-empt competition - Measure Customer capital Table of Contents Foreword Introduction The Awakening The Focusing The Touching The Understanding The Creating The Encircling The Comparison The Strategizing The Reckoning The Implementing The Concluding Index