04602nam 22006735 450 991101586160332120250716130240.03-031-90497-410.1007/978-3-031-90497-4(MiAaPQ)EBC32212909(Au-PeEL)EBL32212909(CKB)39658916800041(DE-He213)978-3-031-90497-4(OCoLC)1528170527(EXLCZ)993965891680004120250716d2025 u| 0engurcnu||||||||txtrdacontentcrdamediacrrdacarrierCustomer Value-centered Management Understanding and Leveraging Value-to-Value, Pricing, Big Data, and Controlling /by Andreas Krämer, Thomas Burgartz, Christina Muzzu1st ed. 2025.Cham :Springer Nature Switzerland :Imprint: Springer,2025.1 online resource (441 pages)Future of Business and Finance,2662-24753-031-90496-6 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 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.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.Future of Business and Finance,2662-2475Customer relationsManagementStrategic planningLeadershipBusiness information servicesConsumer behaviorCustomer Relationship ManagementBusiness Strategy and LeadershipIT in BusinessConsumer BehaviorCustomer relationsManagement.Strategic planning.Leadership.Business information services.Consumer behavior.Customer Relationship Management.Business Strategy and Leadership.IT in Business.Consumer Behavior.658.812Kramer Andreas408050Burgartz Thomas1834128Muzzu Christina1834129MiAaPQMiAaPQMiAaPQBOOK9911015861603321Customer Value-Centered Management4409209UNINA