Results 251 to 260 of about 562,848 (310)
Some of the next articles are maybe not open access.
2008
This paper focuses on customer value analysis and measurement, framing customer value management as one of the main antecedents of the company value-creation process. The paper builds on three main pillars. First, the paper highlights the critical role of customer value in business-to-business markets, focusing on the links between the company’s ...
BUSACCA, BRUNO GIUSEPPE +2 more
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This paper focuses on customer value analysis and measurement, framing customer value management as one of the main antecedents of the company value-creation process. The paper builds on three main pillars. First, the paper highlights the critical role of customer value in business-to-business markets, focusing on the links between the company’s ...
BUSACCA, BRUNO GIUSEPPE +2 more
openaire +3 more sources
SSRN Electronic Journal, 2003
It is increasingly apparent that the financial value of a firm depends on off-balance-sheet intangible assets. In this article, the authors focus on the most critical aspect of a firm: its customers. Specifically, they demonstrate how valuing customers makes it feasible to value firms, including high-growth firms with negative earnings.
Sunil Gupta +2 more
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It is increasingly apparent that the financial value of a firm depends on off-balance-sheet intangible assets. In this article, the authors focus on the most critical aspect of a firm: its customers. Specifically, they demonstrate how valuing customers makes it feasible to value firms, including high-growth firms with negative earnings.
Sunil Gupta +2 more
openaire +1 more source
2002
In diesem Beitrag wird zunachst der Begriff Customer Lifetime Value (CLV) erlautert. Anschliesend wird seine Berechnung anhand von einfachen Zahlenbeispielen erklart. Diese Beispiele zeigen auch die Schwierigkeit auf, will man in der Praxis einzelne Kunden oder Kundensegmente anhand dieses Wertes beurteilen.
Gierl, Heribert, Koncz, Julia
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In diesem Beitrag wird zunachst der Begriff Customer Lifetime Value (CLV) erlautert. Anschliesend wird seine Berechnung anhand von einfachen Zahlenbeispielen erklart. Diese Beispiele zeigen auch die Schwierigkeit auf, will man in der Praxis einzelne Kunden oder Kundensegmente anhand dieses Wertes beurteilen.
Gierl, Heribert, Koncz, Julia
openaire +1 more source
2019
The concept customer value has many meanings (Woodall 2003), but, from a marketing theory, two dominate: customer value refers to customers’ perceptions of what they receive and in return for what they sacrifice (Zeithaml 1988). The creation of customer value has long been recognized as a central concept in marketing (Woodruff 1997)
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The concept customer value has many meanings (Woodall 2003), but, from a marketing theory, two dominate: customer value refers to customers’ perceptions of what they receive and in return for what they sacrifice (Zeithaml 1988). The creation of customer value has long been recognized as a central concept in marketing (Woodruff 1997)
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2017
In this chapter we will look at: • Why a theme-based approach to value propositions is beneficial • How to get to the key themes and issues affecting your customers • Understanding what drives change (Industry themes versus individual customer issues) • The mixed method approach to gathering customer intelligence • Tips to get ...
Simon Kelly +2 more
openaire +1 more source
In this chapter we will look at: • Why a theme-based approach to value propositions is beneficial • How to get to the key themes and issues affecting your customers • Understanding what drives change (Industry themes versus individual customer issues) • The mixed method approach to gathering customer intelligence • Tips to get ...
Simon Kelly +2 more
openaire +1 more source
Customer Value and Customer Selection
2014The fact that the establishment and cultivation of business relationships require substantial resources, raises the question whether those investments are compensated by the earnings achieved. To answer this question, it is necessary to determine the value of single customers and to make decisions on how to select and shape the relationship with them ...
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Customer Value. Soddisfazione, fedeltà, valore
2009Dopo aver inquadrato le strategie alla base del miglioramento delle performance di marketing, il libro ripercorre un modello concettuale (la Customer-based View) che evidenzia i nessi causali fra il valore generato per il cliente, l’ampiezza e la qualità delle relazioni di mercato, il valore dell’impresa nella prospettiva degli azionisti e le risorse ...
Busacca, Bruno, Bertoli, Giuseppe
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2019
In this chapter, we discuss the relevance of customer value models. Too many companies have no specific insights in the value of their customers. To improve this situation, we explain the relevance of the customer value and explain how you can create your own customer value model.
openaire +1 more source
In this chapter, we discuss the relevance of customer value models. Too many companies have no specific insights in the value of their customers. To improve this situation, we explain the relevance of the customer value and explain how you can create your own customer value model.
openaire +1 more source