Download or read book A Method for Designing Superior Value Adding Marketing Channels written by and published by . This book was released on 2003 with total page 33 pages. Available in PDF, EPUB and Kindle. Book excerpt: La prise en compte du choix du canal de distribution dans beaucoup de décisions d'approvisionnement a été l'un des changements les plus importants dans la manière de penser les canaux de distribution ces dix dernières années. Par essence, les responsables marketing dans l'industrie décident s'ils doivent approvisionner tout ou partie des biens ou alors s'ils doivent passer par un distributeur et/ou une entreprise intermédiaire de services. Comme pour d'autres décisions d'approvisionnement, les managers cherchent à générer la valeur client la plus profitable pour l'entreprise en faisant appel aux compétences clés de l'entreprise, tout en prenant en compte les ressources complémentaires des partenaires du canal. Une des différences essentielles entre l'approvisionnement classique et l'approvisionnement par le canal est que le partenaire contractant est censé garder la "face" devant le client. Les questions concernant la propriété pour le client n'apparaissent pas dans les situations classiques d'approvisionnement. Ce papier propose une méthode en cinq étapes pour définir des canaux de distribution à forte valeur ajoutée. Dans cette perspective, nous verrons à travers quelques exemples comment les entreprises multinationnales [sic] opèrent en matière d'approvisionnement.
Download or read book Transforming Your Go to market Strategy written by V. Kasturi Rangan and published by Harvard Business Press. This book was released on 2006 with total page 314 pages. Available in PDF, EPUB and Kindle. Book excerpt: "A fresh approach to designing and managing channels for the long term, this book helps firms expand value for their customers and partners while buttressing their own bottom line."--Jacket.
Download or read book Designing and Delivering Superior Customer Value written by Art Weinstein and published by CRC Press. This book was released on 1999-06-24 with total page 406 pages. Available in PDF, EPUB and Kindle. Book excerpt: Great companies don't just satisfy their customers, they strive to delight and amaze them. Designing and Delivering Superior Customer Value explains how to continually create customer experiences that exceed expectations. This turns buyers (try-ers) into lifetime customers. The emerging value paradigm is not only a new way to think about marketing, but a new business imperative in the 21st century. It is the strategic driver that differentiates great companies from the pack. Value connotes many meanings - yet, it is always defined by the customer. This book stresses the service aspects of an organization - especially customer service, marketing, and organizational responsiveness, and how to create and provide outstanding customer value to the target market(s). With the integrated management perspective used by the authors, you will understand how to blend the delivery of service and quality, together with pricing strategies to maximize the value proposition. Those companies that embrace customer-driven value-creating methods will gain a competitive edge in the 21st century, those that do not will experience declines. This exciting new book is a guide to retaining your existing customers and to gaining loyal new customers. Features
Download or read book Creating and Managing Superior Customer Value written by Arch G. Woodside and published by Emerald Group Publishing. This book was released on 2008-11-01 with total page 488 pages. Available in PDF, EPUB and Kindle. Book excerpt: Advances theory and offers tools for measuring value dimensions and strength. This work focuses on advancing value theory, research and strategy in business-to-business contexts. It is suitable for improving thinking, decisions, and actions relating to the creation, marketing, and purchasing of superior value in products and services.
Download or read book The Channel Advantage written by Tim Furey and published by Routledge. This book was released on 2012-05-23 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Channel innovation is separating market winners from market losers, and not just in leading-edge technology industries. In a business world where industry players are selling practically the same products at essentially the same prices at about the same cost, the only real source of sustainable competitive advantage is the sales channel: how you sell, not what you sell. Selling becomes a question of how to connect products with customers via the best mix of sales channels: the sales force, value-added partners, distributors, retail stores, telemarketing, and the Internet. In short, how companies sell has become as important as what they sell. 'The Channel Advantage' explains how leading companies develop strategies that integrate e-commerce, telemarketing, sales forces, and distributors to achieve superior sales performance and sustainable competitive advantage. Timothy R. Furey is chairman, CEO and co-founder of Oxford Associates, a privately held consulting firm specializing in sales and market strategy, e-commerce channel integration and market research, based in Bethesda, Maryland. Oxford has achieved an annual growth of more than forty percent since its creation in 1991 and was named one of America's 500 fastest growing private companies by Inc. Magazine in 1997. Furey, a pioneer in the use of hybrid sales and marketing strategies for blue chip companies, works extensively with senior management leadership teams to develop and implement go-to-market growth strategies. His clients include IBM, American Express, Marriott, Xerox, Fidelity Investments, Bristol-Myers Squibb, and Johnson & Johnson. Under his leadership, Oxford Associates has developed leading-edge strategies, business processes and systems for deploying and integrating multi-channel sales and marketing systems. They work to align products with the right customers via an appropriate mix of the Internet, telesales, distributors, value-added partners, and traditional sales force channels. Mr. Furey is the co-author of THE CHANNEL ADVANTAGE (Butterworth-Heinemann, August 31, 1999), which is endorsed by the CEOs of America Online, Lotus Development, Ocean Spray, and Xerox. Mr. Furey also serves on the Board of Directors of Alpha Industries (Nasdaq:AHAA), a leading semiconductor manufacturer for wireless telephone applications. Previously, Mr. Furey worked with Boston Consulting Group, Strategic Planning Associates, Kaiser Associates and the Marketing Science Institute. He earned a BA in Economics, cum laude, from Harvard University and an MBA from the Harvard Business School. Lawrence G. Friedman is an internationally recognized channel strategy consultant whose clients have included companies such as Lotus, AT&T, Canon, Compaq Digital Equipment, Microsoft and Bell Atlantic. He also held executive level positions at Andersen Consulting and Huthwaite, Inc., the sales research firm that developed the SPIN Selling Model. In 1996, Friedman, with Neil Rackham and Richard Ruff, co-authored the best-seller, GETTING PARTNERING RIGHT (McGraw-Hill). He is on the review board of the Journal of Selling and Major Account Management, which published his article, Multiple Channel Sales Strategy, in the April, 1999 issue. His firm, The Sales Strategy Institute, works with clients to identify and evaluate new go-to-market opportunities and conducts in-depth channel strategy workshops and seminars. Mr. Friedman is a frequent guest speaker and lecturer on sales and channel strategy throughout the United States, Europe and Asia. Mr. Friedman earned an MA from the University of Chicago.
Download or read book Designing and Delivering Superior Customer Value written by Art Weinstein and published by CRC Press. This book was released on 2020-03-25 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: First Published in 1999, this book stresses the service aspects of an organization - especially customer service, marketing, and organizational responsiveness, and how to create and provide outstanding customer value to the target market(s).
Download or read book Superior Customer Value written by Art Weinstein and published by Routledge. This book was released on 2018-12-07 with total page 218 pages. Available in PDF, EPUB and Kindle. Book excerpt: Superior Customer Value is a state-of-the-art guide to designing, implementing and evaluating a customer value strategy in service, technology and information-based organizations. A customer-centric culture provides focus and direction for an organization, driving and enhancing market performance. By benchmarking the best companies in the world, Weinstein shows students and marketers what it really means to create exceptional value for customers in the Now Economy. Learn how to transform companies by competing via the 5-S framework – speed, service, selection, solutions and sociability. Other valuable tools such as the Customer Value Funnel, Service-Quality-Image-Price (SQIP) framework, SERVQUAL, and the Customer Value/Retention Model frame the reader’s thinking on how to improve marketing operations to create customer-centered organizations. This edition features a stronger emphasis on marketing thinking, planning and strategy, as well as new material on the Now Economy, millennials, customer obsession, business models, segmentation and personalized marketing, customer experience management and customer journey mapping, value pricing, customer engagement, relationship marketing and technology, marketing metrics and customer loyalty and retention. Built on a solid research basis, this practical and action-oriented book will give students and managers an edge in improving their marketing operations to create superior customer experiences.
Download or read book Marketing Channel Strategy written by Robert W. Palmatier and published by Routledge. This book was released on 2019-07-11 with total page 578 pages. Available in PDF, EPUB and Kindle. Book excerpt: Marketing Channel Strategy: An Omni-Channel Approach is the first book on the market to offer a completely unique, updated approach to channel marketing. Palmatier and Sivadas have adapted this classic text for the modern marketing reality by building a model that shows students how to engage customers across multiple marketing channels simultaneously and seamlessly. The omni-channel is different from the multi-channel. It recognizes not only that customers access goods and services in multiple ways, but also that they are likely doing this at the same time; comparing prices on multiple websites, and seamlessly switching between mobile and desktop devices. With the strong theoretical foundation that users have come to expect, the book also offers lots of practical exercises and applications to help students understand how to design and implement omni-channel strategies in reality. Advanced undergraduate and graduate students in marketing channels, distribution channels, B2B marketing, and retailing classes will enjoy acquiring the most cutting-edge marketing skills from this book. A full set of PowerPoint slides accompany this new edition, to support instructors.
Download or read book Value Based Marketing for Bottom Line success written by J. DeBonis and published by McGraw-Hill. This book was released on 2002-12-12 with total page 245 pages. Available in PDF, EPUB and Kindle. Book excerpt: To be successful in today’s marketplace, a company must integrate its traditional business functions to provide superior value to targeted customers. This means creating an offering that echoes in the customers’ consciousness as a great deal for them. Why? Because the value provided serves customers best interests. In so doing, a business succeeds, attracts new customers, and is able to continually improve the value offered to existing customers. Value Based Marketing for Bottom Line Success provides a 5-step model and critical tools necessary for creating and managing a successful Value Delivery marketing strategy. Customers buy value, not product or features. They buy from the company that provides the most value. And they buy what’s in their best interest. Consequently, the secret to customer retention and growing value relationships with customers is to always make it in their best interest to do business with you by providing the best value in the marketplace. Value Based Marketing for Bottom Line Success: 5 Steps to Creating Competitive Value offers a Value Creation and Delivery process which will help a company to compete profitably in its marketplace by: 1) identifying the value expectations of target customers; 2) selecting the values on which it wants to compete; 3) analyzing the ability within the organization to deliver that value; 4) communicating the value & selling the value message; 5) delivering the value promised & improving the company’s value model. A value-focused strategy, by definition, isn’t a mass marketing strategy; it’s a targeted laser strategy directed at chosen value segments that are profitable for the supplier. This text offers a customer value creation model, which shows how to create and sustain competitive advantage while delivering customer value and offers a method for quantifying customer lifetime value (CLV), which enables a company to identify which customer value segments it should target.
Download or read book Handbook of Marketing written by Barton A Weitz and published by SAGE. This book was released on 2006-08-11 with total page 618 pages. Available in PDF, EPUB and Kindle. Book excerpt: The 'Handbook of Marketing' presents a major retrospective and prospective overview of the field of marketing when many of the traditional boundaries and domains within marketing have been subject to change.
Download or read book Marketing Management Text and Cases Indian Context written by Tapan K. Panda and published by Excel Books India. This book was released on 2009 with total page 780 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Superior Customer Value written by Art Weinstein and published by CRC Press. This book was released on 2012-02-24 with total page 323 pages. Available in PDF, EPUB and Kindle. Book excerpt: A customer-centric culture provides focus and direction for the organization, ensuring that exceptional value will be offered to customers — this, in turn, results in enhanced market performance. Unfortunately, caught up in the daily economic and competitive pressures of running complex and fast-changing businesses, managers may lose sight of customers’ desires. And, consequently, customer experiences often fall far short of expectations. Written by an expert with more than fifteen years of experience, Superior Customer Value: Strategies for Winning and Retaining Customers, Third Edition benchmarks the best companies and shows you what it truly means to create world-class value for customers. The book is a state-of-the-art guide to designing, implementing, and evaluating a customer value strategy in service, technology, and information-based organizations. It explores key marketing planning issues that emphasize relationship management strategies to keep customers happy. See What’s New in the Third Edition: New topics include: Business models Co-creation of value Corporate entrepreneurship Customer experience management Customer value metrics Net promoter score Image Innovation Social media Expanded coverage of: Customer relationship management E-business opportunities Written as an academic textbook for use in MBA programs, the book is highly readable, practical, and action-oriented, giving managers at all levels of experience guidance on how to improve marketing operations and create customer-centric organizations. It explains valuable tools such as customer value funnel, customer value assessment, service-quality-image-price (SQIP) analysis, and CRM models. Each chapter has a customer value insight checklist, action items, and informative figures and tables. This revised edition addresses current trends in value-adding business practice, from understanding how to drive a market and find new ventures to the rise in customer importance of the online arena and new models and metrics for customer loyalty and retention. Great companies amaze and delight customers — Superior Customer Value offers a strategic blueprint to learn from the market leaders and apply those lessons to your organization. Art Weinstein discusses the book in several videos on the CRC Press YouTube Channel.
Download or read book The Marketing Book written by Michael Baker and published by Routledge. This book was released on 2012-05-04 with total page 866 pages. Available in PDF, EPUB and Kindle. Book excerpt: This fifth edition of the best-selling Marketing Book has been extensively updated to reflect changes and trends in current marketing thinking and practice. Taking into account the emergence of new subjects and new authorities, Michael Baker has overhauled the contents and contributor lists of the previous edition to ensure this volume addresses all the necessary themes for the modern marketer. In particular, the 'Marketing Book' now broaches the following 'new' topics: * Channel management - management of the supply chain * Customer Relationship Management * Direct marketing * E-marketing * Integrated marketing communications * measurement of marketing effectiveness * Postmodern and retro-marketing * Relationship marketing * Retailing Like its predecessors, the 'Marketing Book 5th edition' is bursting with salient articles from some of the best known academics in the field. It amounts to an all-embracing one-volume companion to modern marketing thought, ideal for all students of marketing.
Download or read book The Handbook of Technology Management Supply Chain Management Marketing and Advertising and Global Management written by Hossein Bidgoli and published by John Wiley & Sons. This book was released on 2010-01-12 with total page 961 pages. Available in PDF, EPUB and Kindle. Book excerpt: The discipline of technology management focuses on the scientific, engineering, and management issues related to the commercial introduction of new technologies. Although more than thirty U.S. universities offer PhD programs in the subject, there has never been a single comprehensive resource dedicated to technology management. "The Handbook of Technology Management" fills that gap with coverage of all the core topics and applications in the field. Edited by the renowned Doctor Hossein Bidgoli, the three volumes here include all the basics for students, educators, and practitioners
Download or read book Management Principles and Practice written by S.K. Mandal and published by Jaico Publishing House. This book was released on 2011-01-01 with total page 757 pages. Available in PDF, EPUB and Kindle. Book excerpt: This comprehensive textbook specifically focuses on building a thorough foundation on management studies by sequentially developing the components and basics of management principles and approach, discussing and analysing the key features and methods of modern management practices, and finally exposing the students to some essential topics on environment management, business ethics, corporate governance, and total quality management for sustainable growth and development of business. Students and practicing professionals in this field will be immensely benefited by the coverage and treatment of the book. Key Features — Based on industry experience with focus on building a strong foundation for management studies, especially in the context of the Indian business environment — Covers critical areas of management like strategic planning, strategic management, supply-chain management, international trade, entrepreneurship and small business management, information management, environment management, business ethics, corporate governance and modern tools for TQM, including cost of poor quality, benchmarking and six-sigma practice — Emphasis on management issues critical to business – organisational culture and leadership, modern HRM, external business environment, ethics of business and corporate governance, and responsibility for natural environment management for sustainable growth — Provides a wider coverage of the interconnected functions, methods, processes, variables, strategies and tools for excellence in business management, including 80-20 rule, Murphy’s Law, 1-10-100 rule of cost management, 360 degree appraisal, JIT, TPM, Kaizen etc.
Download or read book A Field Guide to Channel Strategy written by Anne T. Coughlan and published by Createspace Independent Publishing Platform. This book was released on 2016-11-16 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: Building a route to market is fundamental to sales and survival. This book demystifies marketing channel strategy by focusing on how to do channel design and management. We provide practical tools and frameworks for key decisions and highlight the critical tradeoffs and pitfalls. Many channel strategies are built like the wood towers used in popular stacking games. You hope your tower is sturdy and strong. But over time, you may replace or add partners, add or subtract routes to market, and change your product lines - so your channel strategy must adapt in order to prevent your tower from collapsing or breaking apart. This Field Guide introduces you to the channels landscape, helps you understand your building block options, and unpacks the physics of adding and subtracting channel components, to give you the tools you need to keep your go-to-market strategy resilient, responsive, and a source of competitive advantage.
Download or read book Strategy written by S. MUKUNDARAJAN and published by Blue Rose Publishers. This book was released on 2022-01-21 with total page 183 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book will serve as a primer in strategy concepts, strategy execution and enterprise performance management for management students and young practising managers. The book apart from concepts and execution details touches related topics like Risk, Strategy communication, Disruption, and the Role of analytics in Strategy management.
