Crafting Customer Value: The Art and Science

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9781557533708: Crafting Customer Value: The Art and Science

In today's competitive marketplace, customer value-a combination of product and service benefits at a fair price that creates value in the minds of customers-is the key variable for business success. Using several comprehensive and highly integrated frameworks, Peter Duchessi provides strategies for defining customer value and for developing the critical business, personnel, quality, and information systems that are responsible for delivering customer value. Whereas other books focus on just one of these critical areas, Crafting Customer Value provides a comprehensive account of what a company must do and how to go about doing it in each area. The author's numerous vignettes and cases illustrate how successful companies set clear business direction, formulate a customer value strategy, design and implement new business processes, develop a loyal cadre of employees, institute effective quality programs, and deploy state-of-the-art information systems. This book is a valuable guide for managers who are interested in transforming their companies into customer value-added enterprises that can earn high profits.

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"A step-by-step approach is used to explain management techniques and technical processes. The intelligent, well explained nature of "Crafting Customer Value will benefit business leaders who want to improve in this area."

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Peter Duchessi
Published by Purdue University Press, United States (2004)
ISBN 10: 1557533709 ISBN 13: 9781557533708
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Book Description Purdue University Press, United States, 2004. Paperback. Book Condition: New. New.. Language: English . Brand New Book. Competitive forces in business such as speed, productivity, and innovation reduce all products and services to commodities over time, creating adverse consequences. Businesses are driven to reduce margins and lower profits while engaging in price competition. Crafting Customer Value demonstrates how companies can avoid commoditization by delivering superior customer value with product and service benefits. The author uses a comprehensive and highly integrated framework to define customer value and develop critical business and personal information systems. The book provides a comprehensive account of what a company must do, and how to go about doing it in each critical area. Crafting Customer Value provides numerous accounts of mini-cases drawn from several large and medium-sized companies to illustrate points and demonstrate the application of frameworks, models, concepts, and techniques. Bookseller Inventory # AAN9781557533708

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Book Description Purdue University Press, United States, 2004. Paperback. Book Condition: New. New.. Language: English . Brand New Book. Competitive forces in business such as speed, productivity, and innovation reduce all products and services to commodities over time, creating adverse consequences. Businesses are driven to reduce margins and lower profits while engaging in price competition. Crafting Customer Value demonstrates how companies can avoid commoditization by delivering superior customer value with product and service benefits. The author uses a comprehensive and highly integrated framework to define customer value and develop critical business and personal information systems. The book provides a comprehensive account of what a company must do, and how to go about doing it in each critical area. Crafting Customer Value provides numerous accounts of mini-cases drawn from several large and medium-sized companies to illustrate points and demonstrate the application of frameworks, models, concepts, and techniques. Bookseller Inventory # AAN9781557533708

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