Title: Customer capitalism : the new business model of increasing returns in new market spaces /
Authors: Vandermerwe, Sandra
Publisher: Nicholas Brealey Publishing,
Year: 1999
Subjects: Customer services.; Target marketing.; Capitalism.
Abstract: "Taking examples from companies as diverse as Amazon.com and Mondex, Microsoft and Monsanto the author explains how businesses can escape the traps of a traditional mindset and originate for the customer rather than the product. These enterprises transform classic product/service categories, moving them away from market share into new 'market spaces' where they find new ways of doing things for customers." "Customer capitalism does what old capitalism could never do - it gives corporations a sustainable edge. Sandra Vandermerwe shows how to relate the ten principles of customer capitalism to your business and achieve the multiple and exponential rewards of increasing returns."--Jacket.
Contents: Prologue: Changing the Business Model -- 1. Ten Principles of Customer Capitalism -- Pt. 1. New Ways of Doing Things -- 2. Punctuating the Equilibrium -- 3. Power to Revolutionize -- 4. Becoming the Standard for New Ways of Doing Things -- Pt. 2. Time Value of Customers -- 5. Learning to Customer Originate -- 6. Customers as Lifelong Investments -- 7. Giving Margins a Break -- Pt. 3. From Market Share to Market Spaces -- 8. One More Time: What's Wrong with Market Share? -- 9. Market Spaces and Customer Capitalism -- 10. Converging Industries and New Market Spaces -- Pt. 4. Getting in Sooner, Staying in Longer -- 11. Opportunity Managing in the Customer Activity Cycle -- 12. On Higher Ground -- 13. New Electronic Go-between Service Provider -- Pt. 5. Customers as Competitive Barriers -- 14. Making Intention the Lever -- 15. Getting Personal -- 16. Moving to the Point of Acceleration -- Pt. 6. New Competitive Wholes -- 17. Art of Connectivity -- 18. Leading to Win-Win -- 19. Practicing Complementarity -- Pt. 7. Locking on and Rolling out -- 20. First Prevalence then Profits -- 21. Investing Up Front for Increasing Returns -- 22. Critical Value of Critical Mass -- Pt. 8. It's the Thought that Counts -- 23. Incredible Weight of Intangibles -- 24. Abundance Factor -- 25. Mobilizing Mindpower -- Pt. 9. Economics of Customer Capitalism -- 26. Spreading the Cost of Learning -- 27. 'Falling Cost per Unit' Phenomenon -- 28. More with Less -- Pt. 10. Scoring to Win -- 29. Pricing for Time -- 30. Valuing for Increasing Returns.