Value-based marketing for bottom-line success
Subtitle: 5 steps to creating customer value
By: J. Nicholas De Bonis, Eric Balinski & Phil Allen
Contributors: Balinski, Eric W; Allen, Phil, 1953-
Publisher: McGraw-Hill
Published: 2003
Place of publication: New York
Language: eng
Number of pages: 244
Subjects: Consumer satisfaction; Customer services -- Management; Marketing -- Management
Description: "Value-Based Marketing for Bottom-Line Success unveils a practical five-step model - a pentadigm - for discovering what your customers value and then creating and managing a top-to-bottom organizational value-delivery strategy. Based on more than twenty years of hands-on experience and analysis, this down-to-earth model will help you discover and quantify your customers' wants and needs; commit to the most important things that will impact your customers; create customer value that is meaningful and understandable; assess how you did at creating true customer value; and improve your value package to keep your customers coming back."

"More than just a one-time, Band-Aid approach, the model outlined in this guidebook shows you not only how to implement value-based processes and improvements but how to evaluate and validate new ideas and approaches. In-depth analyses - along with real-life examples from Dell Computer, Southwest Airlines, GE, Dow Corning, and other acknowledged customer-value pioneers - allow you to discover and absorb the entire pentadigm model based on actual cases or to review specific issues and problem areas that are most relevant to your business and for which you currently face the greatest challenges and concerns."--Jacket.
Notes: "American marketing association."

Includes bibliographical references (p. 231-233) and index
Table of contents: title: The business world we have come to know. The view from Pentadigm's world; title: Introduction to Pentadigm; title: Step 1: discover- understand the customer; title: Step 2: commit- commit to the customer; title: Step 3: create- create customer value; title: Step 4: assess- obtain customer feedback; title: Step 5: improve- measure and improve value; title: Managing Pentadigm; title: Appendix 1: Pentadigm road maps; title: Appendix 2: target customer value segment tracer; title: Appendix 3: customer lifetime value (CLV); title: Appendix 4: Pentadigm competitive assessment; title: Appendix 5: value commitment rating tool; title: Appendix 6: developing customer value commitments that are real and superior; title: Appendix 7: Pentadigm value-based marketing diagnostic