Synopsis
For managers who ask themselves, how can I increase the switching costs of my customer?, HIGHER PROFITS THROUGH CUSTOMER LOCK-IN provides different strategies for locking in customers, including integrating products into the company's business systems (Microsoft, SAP, etc).
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Product Description
For managers who ask themselves, how can I increase the switching costs of my customer?, HIGHER PROFITS THROUGH CUSTOMER LOCK-IN provides different strategies for locking in customers, including integrating products into the company's business systems (Microsoft, SAP, etc).
Review
I. BEWARE OF THE CUSTOMER SATISFACTION TRAP. 1. What is your company there for? If it is there for the profit, what does that mean for customer relationship management? 2. The customer satisfaction trap: looking at the relationship between CS and industry ROI. Or: What is to learn from path-dependent industries because of increasing return to scales? 3. The profit view: Willingness-to-pay and willingness-to-leave. II. DRIVERS OF A PROFITABLE CUSTOMER BASE. 1. Drivers of profitable customer acquisition. 2. Drivers of profitable customer retention. 3. Drivers of profitable cross-selling (across product lines and customer segments). III. CREATING AND MASTERING LOCK-IN. 1. Instruments to create lock-in. 2. Facing lock-in and the resulting change in buyer behaviour. 3. Marketing challenges with a lock-in based strategy.
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Higher Profits Through Customer Lock-In
Seller: The Book Spot, Sioux Falls, MN, U.S.A.
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Hardcover. Condition: New. Seller Inventory # Abebooks1795