Valuespace: Winning the Battle for Market Leadership

In the tradition of the bestselling The Discipline of Market Leaders, business professors and consultants Banwari Mittal and Jagdish N. Sheth describe a dynamic new value-based approach to achieving market dominance they call ValueSpace—the space that great companies create to deliver their customers the greatest value. Based on the findings of an in-depth study for the prestigious Marketing Science Institute of the top 10 companies on Fortune’s Most Admired Companies list, Mittal and Sheth show that value is the “missing link” in achieving enduring customer loyalty, and that the three main components of customer value are performance, price, and service. With the help of fascinating case studies from UPS, 3M, Caterpillar, Xerox, Fossil, and other “most admireds,” Value Space explains why and how companies in all business sectors that excel at delivering customer value are invariably the market leaders. It outlines a complete program for achieving long-term success by more effectively managing the 9 organizational processes that drive performance, price, and service.

ValueSpace: Winning the Battle for Market Leadership

Business & Money

Jagdish N. Sheth

BANWARI MITTAL

Marketing & Sales

McGraw=Hill

Valuespace: Winning the Battle for Market Leadership Lessons from the World's Most Admired Companies

Customer Behaviour: A Managerial Perspective

Nelson College Indigenous

An Innovative Blueprint for Enduring Client Relationships More than 15 million people in this country earn their livings by serving clients, and their numbers are growing every day. Unfortunately, far too few develop the skills and strategies needed to rise to the top in a world where clients have almost unlimited access to information and expertise. Supported by more than one hundred case studies and wisdom gleaned from interviews with dozens of leading CEOs and prominent business advisors, Clients for Life identifies what clients really want and lays out the core qualities that distinguish the client advisor -- an irreplaceable resource -- from the expert for hire -- a tradable commodity. <ul>
<li>Experts are specialists; advisors become deep generalists who have broad perspective. 
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<li>Experts are for hire; advisors have selfless independence, balancing client devotion with objectivity and detachment. 
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<li>Experts have professional credibility; advisors develop deep personal trust. 
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<li>Experts analyze; advisors synthesize and bring big-picture thinking to the table. 
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<li>Experts supply expertise and information; advisors are educators who provide insight and wisdom. 
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</ul>
 Portraits of history's most famously successful advisors, including Machiavelli, Sir Thomas More, and J. P. Morgan, underscore these timeless qualities that modern professionals need to develop to excel in today's competitive environment.

Clients for Life: Evolving from an Expert-for-Hire to an Extraordinary Adviser

Andrew Sobel

Reference

Free Press

The Rule of Three: Surviving and Thriving in Competitive Markets

Raj Sisodia

Biography & History

The 4 A's of Marketing: Creating Value for Customer, Company and Society

Routledge

Emerald Points. Drawing from decades of research, Genes, Climate, and Consumption Culture: Connecting the Dots demonstrates how climate dictates culture and consumption. The author shows that human genes are climatic adaptations over thousands of years of evolution, which has resulted in the dramatic differences between people's food, clothing, and shelter choices. Most importantly, the book discusses how many of the fundamental differences between cultures, with respect to time, space, friendship, and technology, are responses to their particular climate. Readers will learn how to challenge their assumptions about what types of products and services foreign markets want. They will learn how to examine local markets vis-a-vis climate and culture, either changing their products accordingly or delivering entirely new offerings.

Genes, Climate, and Consumption Culture: Connecting the Dots (Emerald Points)

Economics

Emerald Publishing

Comportamento Do Cliente - Indo Alem Do Comportamento Do Consumidor (Em Portuguese do Brasil)

Atlas

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Books by Jagdish N. Sheth