Handbook on Customer Centricity最新文献

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Designing and effectively managing customer-centric loyalty programs 设计并有效管理以客户为中心的忠诚度计划
Handbook on Customer Centricity Pub Date : 2019-08-30 DOI: 10.4337/9781788113601.00015
J. Petersen, R. Venkatesan, F. Khodakarami
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引用次数: 2
Customer centricity and customer co-creation in services: the double-edged effects 服务中以客户为中心与客户共同创造:双刃剑效应
Handbook on Customer Centricity Pub Date : 2019-08-30 DOI: 10.4337/9781788113601.00017
C. K. Yim, K. Chan, Caleb H. Tse, Fine F. Leung
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引用次数: 6
Customer centricity and the impact of technology 以客户为中心和技术的影响
Handbook on Customer Centricity Pub Date : 2019-08-30 DOI: 10.4337/9781788113601.00020
P. K. Kannan, Xian Gu
{"title":"Customer centricity and the impact of technology","authors":"P. K. Kannan, Xian Gu","doi":"10.4337/9781788113601.00020","DOIUrl":"https://doi.org/10.4337/9781788113601.00020","url":null,"abstract":"","PeriodicalId":425927,"journal":{"name":"Handbook on Customer Centricity","volume":"136 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2019-08-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"133808243","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Customer centricity: a multi-year journey 以客户为中心:多年历程
Handbook on Customer Centricity Pub Date : 2019-08-30 DOI: 10.4337/9781788113601.00008
Ajay K. Kohli, Bernard J. Jaworski, Nabil Shabshab
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引用次数: 6
Designing customer-centric organization structures: toward the fluid marketing organization 设计以顾客为中心的组织结构:走向流动营销组织
Handbook on Customer Centricity Pub Date : 2019-08-30 DOI: 10.4337/9781788113601.00011
Ju-Yeon Lee, G. Day
{"title":"Designing customer-centric organization structures: toward the fluid marketing organization","authors":"Ju-Yeon Lee, G. Day","doi":"10.4337/9781788113601.00011","DOIUrl":"https://doi.org/10.4337/9781788113601.00011","url":null,"abstract":"Today’s marketing organizations face unprecedented turbulence and complexity. To anticipate and adapt to fast changing customer preferences and environments, executives seek to make their internal organizations nimble and agile by constantly developing, integrating, and reconfiguring new capabilities. Yet a holistic understanding of how a firm should design its organizational structures to execute such a capability-changing process is lacking. Drawing on a dynamic capabilities perspective and organizational theory, the authors develop a theoretical framework that identifies three customer-centric structural design factors that support dynamic capabilities and thus can produce a marketing organization that is able not only to anticipate and learn from the environment but also to transform resource bases. The authors also identify boundary conditions that allow these transformations to pay off more. Overall, this conceptual framework provides managerial guidance for how to build a fluid marketing organization.","PeriodicalId":425927,"journal":{"name":"Handbook on Customer Centricity","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2019-08-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"130207605","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 6
Infusing brands and branding into customer centricity 以客户为中心,注入品牌和品牌
Handbook on Customer Centricity Pub Date : 2019-08-30 DOI: 10.4337/9781788113601.00019
Kevin Lane Keller
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引用次数: 2
Introduction to the Handbook on Customer Centricity “以客户为中心”手册简介
Handbook on Customer Centricity Pub Date : 2019-08-30 DOI: 10.4337/9781788113601.00006
Robert W. Palmatier, C. Moorman, Ju-Yeon Lee
{"title":"Introduction to the Handbook on Customer Centricity","authors":"Robert W. Palmatier, C. Moorman, Ju-Yeon Lee","doi":"10.4337/9781788113601.00006","DOIUrl":"https://doi.org/10.4337/9781788113601.00006","url":null,"abstract":"Customer centricity appears in a wide array of industries and companies and it manifests across different organizational levels. Therefore it is not surprising that various definitions of customer centricity have emerged from both academic and business communities. In academic settings, researchers often describe the concept by comparing it to product centricity (Rust, Moorman, and Bhalla 2010; Sawhney 2001; Shah et al. 2006). Yet unlike product centricity, which embraces an inside-out perspective, customer centricity goes hand-in-hand with an outside-in perspective, requiring a customer-centric culture (Deshpandé, Farley, and Webster 1993) and the new organizational structures that dismantle internal product silos (Day and Moorman 2010; Gulati 2010). Other researchers explain customer centricity in a context of targeting strategies or customer valuation process (i.e., evaluating the value of specific customers) (CMO Council 2013; Fader 2012). Table 1.1 provides a summary of definitions, reflecting the academic perspective on customer centricity. In the business community, practitioners share a related but more action-oriented perspective on customer centricity (Booz & Company 2004; Economist Intelligence Unit 2008), as summarized in Table 1.2. The managerial perspective focuses on the imperative for executing customercentric strategies and the required internal transformations that span organizational, relational, and technological aspects (Accenture 2008; Deloitte 2014; PwC 2011). Both these perspectives agree though: The primary purpose of being customer-centric is to create value for both customers and firms by developing a deep understanding of customers and building long-term customer relationships (Boston Consulting Group 2013; Fader 2012; Sheth, Sisodia, and Sharma 2000). It requires a long-term orientation and leadership support from the top to make it an organizational reality. Synthesizing academic literature and business reports, we define","PeriodicalId":425927,"journal":{"name":"Handbook on Customer Centricity","volume":"54 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2019-08-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"117241536","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 1
Customer-centric marketing: what, how, and why do customer habits matter? 以客户为中心的营销:什么,如何,为什么客户习惯很重要?
Handbook on Customer Centricity Pub Date : 2019-08-30 DOI: 10.4337/9781788113601.00014
Denish Shah, Ayan Ghosh Dastidar
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引用次数: 0
Customer-centric sales organizations 以客户为中心的销售组织
Handbook on Customer Centricity Pub Date : 2019-08-30 DOI: 10.4337/9781788113601.00012
Park Thaichon, Scott Weaven
{"title":"Customer-centric sales organizations","authors":"Park Thaichon, Scott Weaven","doi":"10.4337/9781788113601.00012","DOIUrl":"https://doi.org/10.4337/9781788113601.00012","url":null,"abstract":"","PeriodicalId":425927,"journal":{"name":"Handbook on Customer Centricity","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2019-08-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"130128522","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Building customer-centric marketing channel relationships: a model of reseller motivation and control 建立以客户为中心的营销渠道关系:经销商动机与控制模型
Handbook on Customer Centricity Pub Date : 2019-08-30 DOI: 10.4337/9781788113601.00016
David I. Gilliland, S. K. Kim
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引用次数: 0
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