{"title":"Designing and effectively managing customer-centric loyalty programs","authors":"J. Petersen, R. Venkatesan, F. Khodakarami","doi":"10.4337/9781788113601.00015","DOIUrl":"https://doi.org/10.4337/9781788113601.00015","url":null,"abstract":"","PeriodicalId":425927,"journal":{"name":"Handbook on Customer Centricity","volume":"18 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":"132380132","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}
{"title":"Customer centricity and customer co-creation in services: the double-edged effects","authors":"C. K. Yim, K. Chan, Caleb H. Tse, Fine F. Leung","doi":"10.4337/9781788113601.00017","DOIUrl":"https://doi.org/10.4337/9781788113601.00017","url":null,"abstract":"","PeriodicalId":425927,"journal":{"name":"Handbook on Customer Centricity","volume":"86 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":"113954795","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}
{"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}
Ajay K. Kohli, Bernard J. Jaworski, Nabil Shabshab
{"title":"Customer centricity: a multi-year journey","authors":"Ajay K. Kohli, Bernard J. Jaworski, Nabil Shabshab","doi":"10.4337/9781788113601.00008","DOIUrl":"https://doi.org/10.4337/9781788113601.00008","url":null,"abstract":"","PeriodicalId":425927,"journal":{"name":"Handbook on Customer Centricity","volume":"65 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":"123165719","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}
{"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}
{"title":"Infusing brands and branding into customer centricity","authors":"Kevin Lane Keller","doi":"10.4337/9781788113601.00019","DOIUrl":"https://doi.org/10.4337/9781788113601.00019","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":"131126011","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}
{"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}
{"title":"Building customer-centric marketing channel relationships: a model of reseller motivation and control","authors":"David I. Gilliland, S. K. Kim","doi":"10.4337/9781788113601.00016","DOIUrl":"https://doi.org/10.4337/9781788113601.00016","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":"131377406","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}