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Record Nr. |
UNINA9911015861603321 |
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Autore |
Kramer Andreas |
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Titolo |
Customer Value-centered Management : Understanding and Leveraging Value-to-Value, Pricing, Big Data, and Controlling / / by Andreas Krämer, Thomas Burgartz, Christina Muzzu |
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Pubbl/distr/stampa |
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Cham : , : Springer Nature Switzerland : , : Imprint : Springer, , 2025 |
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ISBN |
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Edizione |
[1st ed. 2025.] |
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Descrizione fisica |
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1 online resource (441 pages) |
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Collana |
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Future of Business and Finance, , 2662-2475 |
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Altri autori (Persone) |
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BurgartzThomas |
MuzzuChristina |
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Disciplina |
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Soggetti |
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Customer relations - Management |
Strategic planning |
Leadership |
Business information services |
Consumer behavior |
Customer Relationship Management |
Business Strategy and Leadership |
IT in Business |
Consumer Behavior |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Nota di contenuto |
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Part I: Introduction and General Conditions -- 1. The Changed Perspective: eagle eye instead of tunnel vision -- 2. Management after the coronavirus crisis: focus on a holistic approach -- 3. A better understanding of big data: what can What Big Data can and cannot do? -- Part II: The cornerstones of customer value-centered management: benefits, price and costs -- 4. Core function Customer benefits: What are the actual customer needs? -- 5. Core function pricing: What is the optimal price and how can it be determined -- 6. Core function costs: Which costs are relevant to the decision? -- Part III: The value-to-value perspective (networked value perspectives) -- 7. Customer value: Between ABC analysis and Customer Lifetime Value (CLV) -- 8. Customer centricity: Customer needs and requirements. Focus on the |
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customer contact points -- 9. The combination of value perspectives: Value-to-value segmentation in practical use -- Part IV Customer value-centered management: Management and controlling of the interfaces between benefit, price and costs -- 10. Price-benefit perspective: interactions or Change of effect - signal prices and value pricing -- 11. Price-cost perspective: impact effects and patterns of the top-down and bottom-up approach -- 12. Cost-benefit perspective: the conflicting priorities between transparent pricing and target pricing -- Part V Outlook: Customer value-centered management in a VUCA world -- 13. The path to a customer value-centered company -- 14. What you can learn from the most successful companies can - and what not -- 15. The challenge: The increasingly uncertain Getting a grip on environmental conditions. |
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Sommario/riassunto |
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This book explores Customer Value-centered Management as a modern corporate approach, emphasizing its dual nature: data-driven yet comprehensive. Facing heightened time pressure and uncertainty, management grapples with decision-making challenges amidst VUCA conditions. While complexity rises, tools like big data and AI offer decision-making solutions. Customer centricity, epitomized by Amazon's success, emerges as pivotal, with customer value serving as the linchpin in relationship marketing. Authors advocate an integrated "value-to-value segmentation" approach, reconciling customer and company perspectives. They caution against simplistic interpretations of value-based pricing, stressing the need for holistic consideration of customer benefit, pricing, and costs. |
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