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"Customer Equity Framework yields insights that will help any business increase the value of its customer base. 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."--BOOK JACKET.
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Previews available in: English
Subjects
Marketing, Strategic planning, Customer relations, Customer services, Management & management techniques, Marketing - General, Customer Service, Business & Economics, Business / Economics / Finance, Business/Economics, Entrepreneurship, BUS, BUS018000, Consumer Behavior - General, Business & Economics / General, Business & Economics / Marketing / General, Business & Economics-Consumer Behavior - General, Business & Economics-Entrepreneurship, Product managementShowing 4 featured editions. View all 4 editions?
Edition | Availability |
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1
Driving Customer Equity: How Customer Lifetime Value Is Reshaping Corporate Strategy
2001, Simon & Schuster, Limited
in English
0743205901 9780743205900
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2
Driving customer equity: linking customer lifetime value to strategic marketing decisions
2001, Marketing Science Institute
in English
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WorldCat
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3
Driving customer equity: how lifetime customer value is reshaping corporate strategy
2000, Free Press
in English
0684864665 9780684864662
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WorldCat
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4
Driving Customer Equity : How Customer Lifetime Value is Reshaping Corporate Strategy
June 27, 2000, Free Press
Hardcover
in English
0684864665 9780684864662
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zzzz
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Book Details
Edition Notes
Includes bibliographical references (p. 275-282) and index.
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- Created October 29, 2008
- 12 revisions
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July 10, 2024 | Edited by MARC Bot | import existing book |
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October 29, 2008 | Created by ImportBot | Imported from Oregon Libraries MARC record |