Customer Value-centered Management : Understanding and Leveraging Value-to-Value, Pricing, Big Data, and Controlling / / by Andreas Krämer, Thomas Burgartz, Christina Muzzu

• Autore: Kramer Andreas
• Pubblicazione: Cham : , : Springer Nature Switzerland : , : Imprint : Springer, , 2025
• Edizione: 1st ed. 2025.
• Descrizione fisica: 1 online resource (441 pages)
• Disciplina: 658.812
• Soggetto topico: Customer relations - Management; Strategic planning; Leadership; Business information services; Consumer behavior; Customer Relationship Management; Business Strategy and Leadership; IT in Business; Consumer Behavior
• Altri autori: BurgartzThomas MuzzuChristina
• Nota di contenuto: 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.
• Sommario/riassunto: 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.
• Titolo autorizzato: Customer Value-Centered Management
• ISBN: 3-031-90497-4
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Lingua di pubblicazione: Inglese
• Record Nr.: 9911015861603321
• Lo trovi qui: Univ. Federico II
• Serie: Future of Business and Finance, . 2662-2475