LEADER 04602nam 22006735 450 001 9911015861603321 005 20250716130240.0 010 $a3-031-90497-4 024 7 $a10.1007/978-3-031-90497-4 035 $a(MiAaPQ)EBC32212909 035 $a(Au-PeEL)EBL32212909 035 $a(CKB)39658916800041 035 $a(DE-He213)978-3-031-90497-4 035 $a(OCoLC)1528170527 035 $a(EXLCZ)9939658916800041 100 $a20250716d2025 u| 0 101 0 $aeng 135 $aurcnu|||||||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aCustomer Value-centered Management $eUnderstanding and Leveraging Value-to-Value, Pricing, Big Data, and Controlling /$fby Andreas Krämer, Thomas Burgartz, Christina Muzzu 205 $a1st ed. 2025. 210 1$aCham :$cSpringer Nature Switzerland :$cImprint: Springer,$d2025. 215 $a1 online resource (441 pages) 225 1 $aFuture of Business and Finance,$x2662-2475 311 08$a3-031-90496-6 327 $aPart 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. 330 $aThis book explores Customer Value-centered Management as a modern corporate approach, emphasizing its dual nature: data-driven yet comprehensive. Facing heightened time pressure and uncertainty, management grapples with decision-making challenges amidst VUCA conditions. While complexity rises, tools like big data and AI offer decision-making solutions. Customer centricity, epitomized by Amazon's success, emerges as pivotal, with customer value serving as the linchpin in relationship marketing. Authors advocate an integrated "value-to-value segmentation" approach, reconciling customer and company perspectives. They caution against simplistic interpretations of value-based pricing, stressing the need for holistic consideration of customer benefit, pricing, and costs. 410 0$aFuture of Business and Finance,$x2662-2475 606 $aCustomer relations$xManagement 606 $aStrategic planning 606 $aLeadership 606 $aBusiness information services 606 $aConsumer behavior 606 $aCustomer Relationship Management 606 $aBusiness Strategy and Leadership 606 $aIT in Business 606 $aConsumer Behavior 615 0$aCustomer relations$xManagement. 615 0$aStrategic planning. 615 0$aLeadership. 615 0$aBusiness information services. 615 0$aConsumer behavior. 615 14$aCustomer Relationship Management. 615 24$aBusiness Strategy and Leadership. 615 24$aIT in Business. 615 24$aConsumer Behavior. 676 $a658.812 700 $aKramer$b Andreas$0408050 701 $aBurgartz$b Thomas$01834128 701 $aMuzzu$b Christina$01834129 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9911015861603321 996 $aCustomer Value-Centered Management$94409209 997 $aUNINA