Beschreibung Driving Customer Equity: How Customer Lifetime Value Is Reshaping Corporate Strategy. In their efforts to become more customer-focused, companies everywhere find themselves entangled in outmoded systems, metrics, and strategies rooted in their product-centered view of the world. Now, to ease this shift to a customer focus, marketing strategy experts Roland T. Rust, Valarie A. Zeithaml, and Katherine N. Lemon have created a dynamic new model they call "Customer Equity," a strategic framework designed to maximize every firm's most important asset, the total lifetime value of its customer base. The authors' Customer Equity Framework yields powerful insights that will help any business increase the value of its customer base. Rust, Zeithaml, and Lemon introduce the three drivers of customer equity -- Value Equity, Brand Equity, and Retention Equity -- and explain in clear, nontechnical language how managers can base their strategies on one or a combination of these drivers. The authors demonstrate in this breakthrough book how managers can build and employ competitive metrics that reveal their company's Customer Equity relative to their competitors. Based on these metrics, they show how managers can determine which drivers are most important in their industry, how they can make efficient strategic trade-offs between expenditures on these drivers, and how to project a financial return from these expenditures. The final section devotes two chapters to the Customer Pyramid, an approach that segments customers based on their long-term profitability, and an especially important chapter examines the Internet as the ultimate Customer Equity tool. Here the authors show how companies such as Intuit.com, Schwab.com, and Priceline.com have used more than one or all three drivers to increase Customer Equity. In this age of one-to-one marketing, understanding how to drive Customer Equity is central to the success of any firm. In particular, Driving Customer Equity will be essential reading for any marketing manager and, for that matter, any manager concerned with growing the value of the firm's customer base.
Driving Customer Equity: How Customer Lifetime Value Is ~ Driving Customer Equity: How Customer Lifetime Value Is Reshaping Corporate Strategy / Rust, Roland T, Zeithaml, Valarie A., Lemon, Katherine N / ISBN: 9780684864662 / Kostenloser Versand für alle Bücher mit Versand und Verkauf duch .
Driving Customer Equity: How Customer Lifetime Value Is ~ In their efforts to become more customer-focused, companies everywhere find themselves entangled in outmoded systems, metrics, and strategies rooted in their product-centered view of the world. Now, to ease this shift to a customer focus, marketing strategy experts Roland T. Rust, Valarie A. Zeithaml, and Katherine N. Lemon have created a dynamic new model they call "Customer Equity," a .
Driving customer equity : how customer lifetime value is ~ Driving Value Equity -- 6. Driving Brand Equity -- 7. Driving Retention Equity -- 8. Measuring Customer Equity -- 9. Evaluating Financial Impact -- 10. Strategic Analysis -- 11. Customer Pyramid -- 12. Managing the Customer Pyramid -- 13. Customer Alchemy -- 14. Internet as the Ultimate Customer Equity Tool -- 15. Customer Equity Corporation -- Obtaining the Lifetime Value -- Example of .
Driving Customer Equity : How Customer Lifetime Value Is ~ Driving Customer Equity : How Customer Lifetime Value Is Reshaping Corporate Strategy. Riverside : Free Press, ©2001: Material Type: Document, Internet resource: Document Type: Internet Resource, Computer File: All Authors / Contributors: Valarie A Zeithaml; Katherine N Lemon; Roland T Rust
Driving Customer Equity by Zeithaml, Valarie A. (ebook) ~ Driving Customer Equity: How Customer Lifetime Value Is Reshaping Corporate Strategy by Valarie A. Zeithaml. In their efforts to become more customer-focused, companies everywhere find themselves entangled in outmoded systems, metrics, and strategies rooted in their product-centered view of the world.
Driving Customer Equity: ebook jetzt bei Weltbild als ~ eBook Shop: Driving Customer Equity von Katherine N Lemon als Download. Jetzt eBook herunterladen & bequem mit Ihrem Tablet oder eBook Reader lesen.
Driving Customer Equity : How Customer Lifetime Value is ~ In Driving Customer Equity, Roland Rust, Valarie Zeithaml, and Katherine Lemon develop a conceptual framework to help companies reshape their corporate strategy to grow the lifetime value of their customer base, or "customer equity". Although the concepts and strategies in this book could, theoretically, grow customer equity, the lack of real world implementations offered in this book leave the reader unsure of the feasibility to existing firms.
Driving Customer Equity Reshaping Corporate PDF C6bffe8a1 ~ by Roland Rust : Driving Customer Equity : How Customer Lifetime Value is Reshaping Corporate Strategy ISBN : #0684864665 / Date : 2000-06-27 Description : PDF-8ed25 / In their efforts to become more customer-focused, companies everywhere find themselves entangled in outmoded systems, metrics, and strategies rooted in their product-centered view of the world. Now, to ease this shift to a .
Driving Customer Equity: Linking Customer Lifetime Value ~ Request PDF / On Jan 1, 2001, Roland T. Rust and others published Driving Customer Equity: Linking Customer Lifetime Value to Strategic Marketing Decisions / Find, read and cite all the research .
A marketing view of customer value: Customer lifetime ~ Customer Lifetime Value and Customer Equity concepts are formally defined. Additionally, a classification of a set of published researches into Customer Lifetime Value and/or Customer Equity is .
Driving Customer Equity: How Customer Lifetime Value Is ~ The authors' Customer Equity Framework yields powerful insights that will help any business increase the value of its customer base. Rust, Zeithaml, and Lemon introduce the three drivers of customer equity -- Value Equity, Brand Equity, and Retention Equity -- and explain in clear, nontechnical language how managers can base their strategies on one or a combination of these drivers. The .
: Customer reviews: Driving Customer Equity: How ~ In Driving Customer Equity, Roland Rust, Valarie Zeithaml, and Katherine Lemon develop a conceptual framework to help companies reshape their corporate strategy to grow the lifetime value of their customer base, or "customer equity". Although the concepts and strategies in this book could, theoretically, grow customer equity, the lack of real world implementations offered in this book leave the reader unsure of the feasibility to existing firms.
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Rational Thinking of the Marketing Strategy Based on ~ The target of marketing is to maximize the customer equity. Seen from this angle, this article interprets the content of marketing strategy based on the analysis of the customer equity. We analyze the content of marketing strategy at last, rationally analyze inner connection in content of marketing strategy.
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Valarie Zeithaml - Wikipedia ~ Driving Customer Equity: How Customer Lifetime Value is Reshaping Corporate Strategy: Valarie Zeithaml is a marketing professor and author. She is the David S. Van Pelt Family Distinguished Professor of Marketing at Kenan-Flagler Business School, University of North Carolina at Chapel Hill. Zeithml is an expert in the area of services marketing and service quality. In the 1980s Zeithaml and .
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Services Marketing: Integrating Customer Focus Across the ~ She received the AMA's Career Contributions to the Services Discipline Award in 2001.She received both the Innovative Contributor to Marketing Award from the Marketing Management Association and the Outstanding Marketing Educator Award from the Academy of Marketing Science in 2004.Dr. Zeithaml is the author or co-author of seven prized books, including Driving Customer Equity: How Customer .
Customer-Lifetime-Value - Definition & Erklärung ~ Der Customer-Lifetime-Value ist der Wert, den ein Kunde für ein Unternehmen haben kann. Die Bezeichnung Customer-Lifetime-Value stammt aus dem englischen Wortschatz.