Cases in European Marketing Management (MCGRAW HILL/IRWIN SERIES IN MARKETING)

Business & Money

Quelch, John A.

Kashani, Kamran

Vandermerwe, Sandra

Management & Leadership

Richard D.Irwin

How many of today's leading corporations are successfully winning back old customers and attracting new ones The new purchasing patterns of disenchanted customers and the demise of brand loyalty have compelled many endangered corporate giants to radically alter their thinking about product design and marketing. This book describes how leading companies such as IBM, Nestle, Dupont, AT&amp;T, and Panasonic have stopped creating products for "buyers" and have started considering the long-term needs of users. * Packed with real-world cases which demonstrate crucial ideas, tools, and techniques in action at leading firms SANDRA VANDERMERWE (London, England) holds a chair in Management at the Management School Imperial College, London. Her latest book is Tin Soldiers to Russian Dolls.

The Eleventh Commandment: Transforming to "Own" Customers

wiley

South African marketing strategy: Text & cases

Juta

Offering a mixture of "prescriptive and descriptive information," the author discusses the current revolution in management the transition from product-focused, hierarchical companies (the tin soldiers) to consumer-focused companies committed to the interconnected relationships of the commercial milieu (the Russian dolls). She examines why this transition is necessary, key concepts of the service ethos, and the shape of things to come, and includes data from 35 diverse international businesses. Annotation copyright Book News, Inc. Portland, Or.

From Tin Soldiers to Russian Dolls: Creating Added Value Through Services

Butterworth-Heinemann

From Tin Soldiers to Russian Dollws examines the key strategic question of the 1990s - how will companies gain market dominance now that the emphasis has shifted from products to customer service? It examines what is happening to corporate strategy and attitudes. At the same time the author suggests what manufacturers and service companies can do to adapt their structures, skills and strategies thereby adding value through services. Sandra Vandermerwe is based at the International Institute for Management Development, Lausanne, Switzerland.She is well known for her work in the field of service marketing, as she is a prolific contributor to international journals. - The Director, June 1993

In the tradition of such bestsellers as Intellectual Capital and Blur , Customer Capitalism breaks new ground with its bold, new ideas of how 21st Century businesses will gain enduring competitiveness.

Customer Capitalism : A New Business Model of Increasing Returns in New Market Spaces

UNKNO

Blending the hot topics of new technology, market spaces, competitive strategy and customer behaviour, Customer Capitalism stands conventional wisdom on its head by introducing a new business model which shows how any business can generate increasing returns and gain a massive competitive advantage. Taking examples from companies as diverse as Amazon.com and Mondex, Microsoft and Monsanto, the author explains how businesses can escape the traps of a traditional mindset and originate for the customer rather than the product. These entreprises transform classic product/service categories, moving them away from market share into new "market spaces" where they find new ways of doing for customers. Customer Capitalism does what old capitalism could never do - it gives corporations a sustainable edge. Sandra Vandermerwe shows how to relate the ten principles of customer capitalism to your business and achieve the multiple and exponential rewards of increasing returns. Customer Capitalism generates growing customer value streams from ever-deepening and expanding relationships with individuals who lock-on to an organisation. These customers become an "installed customer base" who want the organisation as their dominant or sole choice on an ongoing basis. The new enterprise becomes the standard for these new ways of doing things by gathering market momentum. A growing number of individuals see and use the new way of doing things, making the enterprise ever more prevalent, and its brand increasingly infectious to others. Central to the concept of customer capitalism are six positive feedback loops which ensure customer lock-on and accelerating growth. Once the loops go into motion as one interlinking, reiterative system then the real forces of the new market and economic dynamics of customer capitalism come into play. Customers become the competitive barrier. Advantage leads to more advantage, success to more success, accumulating increasing returns in new market spaces.

Customer Capitalism

Marketing & Sales

See the best price to sell, buy, or rent books by Vandermerwe, Sandra. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Vandermerwe, Sandra

See the best price to sell, buy, or rent books by Vandermerwe, Sandra. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Cases in European Marketing Management (MCGRAW HILL/IRWIN SERIES IN MARKETING)

The Eleventh Commandment: Transforming to "Own" Customers

South African marketing strategy: Text & cases

From Tin Soldiers to Russian Dolls: Creating Added Value Through Services

From Tin Soldiers to Russian Dolls: Creating Added Value Through Services

Customer Capitalism : A New Business Model of Increasing Returns in New Market Spaces

Customer Capitalism