Market-Driven Management, Competitive Customer Value and Global Network
نویسندگان
چکیده
منابع مشابه
Customer Value-based Management: Competitive Implications
Many rms today quantify the value of individual customers and serve them di¤erentially; providing better priviliges, discounts or other inducements to high value customers. We refer to this practice as Customer Value-based Management (CVM). Previous research in this area and popular press recommend numerous prescriptions that are research-based and intuitively sound. However, rms that have ad...
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Today, people are increasingly connected and extensively interact with each other using technology-enabled media. Hence, customers are more frequently exposed to social influence of other customers when making purchase decisions. However, established approaches for customer valuation most widely neglect network effects based on social influence leading to a misallocation of resources. Therefore...
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The aim of the paper is to define the role of corporate responsibility in sustainable development of global firms. To be successful, global firms must be on the alert of emerging environmental trends and do their best to improve the corporate performance in line with key stakeholder expectations. In this respect, the management of corporate social responsibility highlights the criticality of th...
متن کاملCustomer Value Analysis in a Heterogeneous Market
In recent years, customer value has become a major focus among strategy researchers and practitioners as an essential element of a firm’s competitive strategy. Many firms have been interested in Customer Value Analysis (CVA) which involves a structural analysis of the antecedent factors of perceived value (i.e., perceived quality and perceived price) to assess their relative importance in the p...
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Customer relationship management suggests that sellers identify their most valuable customers and provide special products/services to them, either immediately in an effort to build a sense of commitment to the firm (an acquisition strategy) or just as they are thinking of leaving (a retention strategy). While a monopolist profits most from an acquisition CRM strategy, assuming costs are held c...
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ژورنال
عنوان ژورنال: Symphonya. Emerging Issues in Management
سال: 2009
ISSN: 1593-0319
DOI: 10.4468/2009.1.02brondoni