Customer connections : new strategies for growth / Robert E. Wayland, Paul M. Cole.
Material type: TextPublication details: Boston, Mass : Harvard Business School Press, c1997.Description: xi, 265 p. : ill. ; 24 cmISBN:- 0875847994 (alk. paper)
- 9780875847993
- 658.812
Item type | Current library | Call number | Copy number | Status | Date due | Barcode |
---|---|---|---|---|---|---|
General Lending | Carlow Campus Library Store - Ask Library Staff | 658.812 (Browse shelf(Opens below)) | 1 | Available | 29199 |
Includes bibliographical references (p. 253-260) and index.
ch. 1. Value compass: finding untapped sources of value -- ch. 2. All ye need to know: customer knowledge management -- ch. 3. Getting wired to your customer: customer-connecting technology -- ch. 4. Finding our where the money is: customer economics -- ch. 5. Getting together: building the right customer portfolio -- ch. 6. Creating customer value: designing the right range of value proposition -- ch. 7. Producing and delivering value: playing the right value-added role -- ch. 8. Creating value together: reward and risk sharing -- ch. 9. Putting it together: creating a customer-based strategy.
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