Author:
Publisher: Routledge
ISBN: 9780750640176
Category : Business & Economics
Languages : en
Pages : 304
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Book Description
A selection of some of the best writing on the subject by experts from around the world. The editors have supplemented these articles with linking summaries and commentaries which highlight such topics as customer retention, employee satisfaction, supplier relations, and management of service quality.
Author: Thorsten Hennig-Thurau
Publisher: Springer Science & Business Media
ISBN: 3662097451
Category : Business & Economics
Languages : en
Pages : 454
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Book Description
Relationship Marketing provides a comprehensive overview of the fundamentals and important recent developments in this fast-growing field. "This book makes a landmark contribution in assembling some of the best contemporary thinking about relationship marketing illustrated with concrete descriptions of companies in the automobile industry, consumer electronics, public utilities and so on, which are implementing relationship marketing. I highly recommend this to all companies who want to see what their future success will require." PROF. PHILIP KOTLER, NORTHWESTERN UNIVERSITY, ILLINOIS
Author: Bartosz Deszczyński
Publisher: Springer Nature
ISBN: 3030673383
Category : Business & Economics
Languages : en
Pages : 294
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Book Description
Relationship management (RM) is an essential part of business, but its success as a business model can be hard to measure, with some firms embracing a model that is truly relationship-orientated, while others claim to be relationship-orientated but in fact prefer transactional short-term gain. This open access book aims to develop a mid-range theory of relationship management, examining truly relationship-orientated firms to discover not only what qualities these firms have that make them successful at the RM model, but also what benefits this model has for the firm. It addresses questions like how RM-mature companies achieve and sustain competitive advantage, and what determines the scale and scope of these firms, illustrating with case studies. This book will be of interest to scholars studying leadership and strategy, especially those interested in relationship management, business ethics and corporate social responsibility. It will also be of interest to professionals looking to develop their understanding of relationship management.
Author: Helen Peck
Publisher: Routledge
ISBN: 1136369031
Category : Business & Economics
Languages : en
Pages : 525
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Book Description
Arranged in 6 sections, this title gives marketing practitioners and students critical examples of best practice from a variety of companies. Alongside 'Relationship Marketing: bringing quality, customer service and marketing together' and 'Relationship Marketing for Competitive Advantage: winning and keeping customers' this new title provides readers with insights into marketing in the 21st century.
Author: Nicolaj Siggelkow
Publisher: Harvard Business Press
ISBN: 1633697010
Category : Business & Economics
Languages : en
Pages : 158
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Book Description
Business Models for Transforming Customer Relationships What if there were a way to turn occasional, sporadic transactions with customers into long-term, continuous relationships--while simultaneously driving dramatic improvements in operational efficiency? What if you could break your existing trade-offs between superior customer experience and low cost? This is the promise of a connected strategy. New forms of connectivity--involving frequent, low-friction, customized interactions--mean that companies can now anticipate customer needs as they arise, or even before. Simultaneously, enabled by these technologies, companies can create new business models that deliver more value to customers. Connected strategies are win-win: Customers get a dramatically improved experience, while companies boost operational efficiency. In this book, strategy and operations experts Nicolaj Siggelkow and Christian Terwiesch reveal the emergence of connected strategies as a new source of competitive advantage. With in-depth examples from companies operating in industries such as healthcare, financial services, mobility, retail, entertainment, nonprofit, and education, Connected Strategy identifies the four pathways--respond-to-desire, curated offering, coach behavior, and automatic execution--for turning episodic interactions into continuous relationships. The authors show how each pathway creates a competitive advantage, then guide you through the critical decisions for creating and implementing your own connected strategies. Whether you're trying to revitalize strategy in an established company or disrupt an industry as a startup, this book will help you: Reshape your connections with your customers Find new ways to connect with existing suppliers while also activating new sources of capacity Create the right revenue model Make the best technology choices to support your strategy Integrating rich examples, how-to advice, and practical tools in the form of "workshop chapters" throughout, this book is the ultimate resource for creating competitive advantage through connected relationships with your customers and redefined connections in your industry.
Author: Dennis Adcock
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 422
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Book Description
Considers ways of achieving competitive advantage and, ultimately, how to succeed in the market place. Dennis Adcock explores strategic decision making from two angles: he shows how to build relationships and develop competencies that will reinforce these relationships, and he also examines how to develop and own new markets. At the crucial stage of the implementation of a marketing plan, he gives priority to customer care and building relationships with customers. Features: Includes a chapter on relationship marketing and competitive advantage. Examples are drawn from real situations. Considers the benefits of value added partnership and the long-term management of customers.
Author: Douglas West
Publisher: Oxford University Press, USA
ISBN: 0199556601
Category : Business & Economics
Languages : en
Pages : 613
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Book Description
This text discusses how companies create competitive advantage through strategic marketing. Using established frameworks and concepts, it examines aspects of marketing strategy and thinking. It provides examples to facilitate the understanding of theoretical concepts.
Author: Regis Mckenna
Publisher: Basic Books
ISBN: 9780201622409
Category : Business & Economics
Languages : en
Pages : 260
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Book Description
From the author of the bestselling The Regis Touch, a simple process for building the crucial relationships that help a company dominate—and own—the market in the Age of the Customer.
Author: Richard Gibbs
Publisher: Kogan Page Publishers
ISBN: 0749456094
Category : Business & Economics
Languages : en
Pages : 256
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Book Description
Strategic Alliances and Marketing Partnerships will help you to understand how partnerships function and how you can manage them more effectively and efficiently. Based on solid research and dealing with key topics such as supply chain management, marketing channels and relationship management, it identifies the key factors that determine partnering excellence. Whatever the nature of the relationship - whether outsourcing, strategic alliances or co-manufacturing, there are eight distinctive relationship types identified by the authors to help managers optimize their business to business partnerships. With case studies from prominent, global organizations such as Walmart, Toyota, General Motors and Dell, Strategic Alliances and Marketing Partnerships will help you to understand the problems that affect partnering and how to make effective management decisions to improve both the relationship and productivity.
Author: Sathit Parniangtong
Publisher: Springer
ISBN: 9811044422
Category : Business & Economics
Languages : en
Pages : 341
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Book Description
This book presents strategies that put the customer at the center of an enterprise. It elaborates on the reasons for viewing customers as assets that a firm needs to acquire, develop and cultivate in order to generate profitable relationships, and champions customer profitability as the metric for measuring business performance. Further, it advocates the need to provide solutions to customers’ requirements with bundles of products and services. It broadens the definition of customer value beyond tangible benefits and price to include both tangible and intangible benefits and total ownership costs, while embracing a variety of unique customer needs. The book highlights the value of business planning, marketing and sales mechanisms and changing employee behavior to create lifelong, high-value profitable customer relationships that satisfy the customer’s needs. Competitive Advantage of Customer Centricity maps a new journey that entire organizations must undertake in order to achieve these lucrative goals.
