Higher profits through customer lock-in
Subtitle: a roadmap
By: Joachim Büschken.
Publisher: Thomson
Published: 2004
Place of publication: Mason, Ohio
Language: eng
Number of pages: 199
Subjects: Customer relations.; Customer loyalty.; Customer services.
Notes: Includes bibliographical references (p. 189-192) and index.
Table of contents: title: Getting out of the customer satisfaction trap; title: Customer lock-in in action; title: The economics of switching costs : where's the beef?; title: Who wins the game?; title: Changes to buying behavior; title: The new approach to market segmentation; title: Motivate and enable brand-specific learning; title: Understand and seek contractual lock-in; title: Loyalty rewards, but better beware!; title: Innovate for technological lock-in; title: Creating switching costs through the customer-supplier relationship; title: Creating switching costs : a synopsis; title: Differentiating the strategy; title: Converting switching costs into price premiums; title: Leveraging customer switching costs through new product development; title: Dealer support for your lock-in strategy; title: Addressing customers' risk in communication; title: Monitoring the contribution of customer lock-in; title: Organizational imperatives for the customer lock-in strategy; title: An outlook on lock-in strategy.