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Driving Customer Equity: How Customer Lifetime Value Is Reshaping Corporate Strategy

by Valarie Zeithaml, Roland Rust, Katherine Lemon
$6.90
Compare to estimated retail price: S$67.38  

The item you've got your eye on is secondhand. You probably already know that, but just in case!

The estimated retail price shown next to any listed item represents the first-hand prices we've seen elsewhere, or the estimated original retail price of a comparable item of the same quality, construction and material offered elsewhere in new condition.

Driving Customer Equity: How Customer Lifetime Value Is Reshaping Corporate Strategy
Driving Customer Equity: How Customer Lifetime Value Is Reshaping Corporate Strategy

Strategies to maximize customer lifetime value.

If you're keen on refining your company's approach to customer focus, "Driving Customer Equity" could be your roadmap. The authors introduce a model that transforms how you view the value of your customers, focusing on the longevity and profitability of customer relationships. Embrace this book for its clear articulation of concepts like Value Equity, Brand Equity, and Retention Equity, which can guide you to make lucrative strategic decisions in customer management, putting you ahead in the competitive market.

Note: While we do our best to ensure the accuracy of cover images, ISBNs may at times be reused for different editions of the same title which may hence appear as a different cover.

Driving Customer Equity: How Customer Lifetime Value Is Reshaping Corporate Strategy

by Valarie Zeithaml, Roland Rust, Katherine Lemon
$6.90
Compare to estimated retail price: S$67.38  

The item you've got your eye on is secondhand. You probably already know that, but just in case!

The estimated retail price shown next to any listed item represents the first-hand prices we've seen elsewhere, or the estimated original retail price of a comparable item of the same quality, construction and material offered elsewhere in new condition.

Condition guide

Book Condition Guide

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This book may contain very minor cosmetic defects, but it is in pristine condition. There should be no yellowing, no foxing, no water damage, and no annotations of any kind on the cover and the pages. For paperbacks, there should not be any crease marks on the spine. This book is good as new — lucky you!

*Books may be missing bundle media (e.g. CD, e-book code), if included.

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This book has been used, but it is still in a clean condition. There should be no foxing or annotations of any kind on the inner pages, but a sparse amount may be present on the cover, title pages, or outside edges of the book. There should be no water damage of any kind. For paperbacks, there may be light crease marks on the spine.

*Books may be missing bundle media (e.g. CD, e-book code), if included.

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*Books may be missing bundle media (e.g. CD, e-book code), if included.

Books in Well Read Condition

This is a well-read book, which means that the previous owner probably really enjoyed it! The cover and pages may include moderate foxing and annotations, but the text is not obscured and still readable. Moderate cosmetic defects and minor water damage may be present on the edges of the book. For paperbacks, there may be multiple crease marks on the spine.

*Books may be missing bundle media (e.g. CD, e-book code), if included.

 

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ISBN: 9780684864662
Authors: Valarie Zeithaml, Roland Rust, Katherine Lemon
Publisher: Free Press
Date of Publication: 2000-06-27
Format: Paperback
Related Collections: Business, Economics
Related Topics: Finance, Management, Finance, Money, Society
Goodreads rating: 3.42
(rated by 19 readers)

Description

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
 

Strategies to maximize customer lifetime value.

If you're keen on refining your company's approach to customer focus, "Driving Customer Equity" could be your roadmap. The authors introduce a model that transforms how you view the value of your customers, focusing on the longevity and profitability of customer relationships. Embrace this book for its clear articulation of concepts like Value Equity, Brand Equity, and Retention Equity, which can guide you to make lucrative strategic decisions in customer management, putting you ahead in the competitive market.

Note: While we do our best to ensure the accuracy of cover images, ISBNs may at times be reused for different editions of the same title which may hence appear as a different cover.