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CUSTOMER VALUE-CENTERED MANAGEMENT IBD

SPRINGER
08 / 2025
9783031904967
Inglés

Sinopsis

This book explores Customer Value-centered Management as a modern corporate approach, emphasizing its dual nature: data-driven yet comprehensive. Facing heightened time pressure and uncertainty, management grapples with decision-making challenges amidst VUCA conditions. While complexity rises, tools like big data and AI offer decision-making solutions. Customer centricity, epitomized by Amazon?s success, emerges as pivotal, with customer value serving as the linchpin in relationship marketing. Authors advocate an integrated 'value-to-value segmentation' approach, reconciling customer and company perspectives. They caution against simplistic interpretations of value-based pricing, stressing the need for holistic consideration of customer benefit, pricing, and costs.