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Customer value-centered management =...

Krämer, Andreas.

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Customer value-centered management = understanding and leveraging value-to-value, pricing, big data, and controlling /

Record Type:	Electronic resources : Monograph/item
Title/Author:	Customer value-centered management/ by Andreas Krämer, Thomas Burgartz, Christina Muzzu.
Reminder of title:	understanding and leveraging value-to-value, pricing, big data, and controlling /
Author:	Krämer, Andreas.
other author:	Burgartz, Thomas.
Published:	Cham :Springer Nature Switzerland : : 2025.,
Description:	xxii, 348 p. :ill., digital ;24 cm.
[NT 15003449]:	Part I: Introduction and General Conditions -- 1. The Changed Perspective: eagle eye instead of tunnel vision -- 2. Management after the coronavirus crisis: focus on a holistic approach -- 3. A better understanding of big data: what can What Big Data can and cannot do? -- Part II: The cornerstones of customer value-centered management: benefits, price and costs -- 4. Core function Customer benefits: What are the actual customer needs? -- 5. Core function pricing: What is the optimal price and how can it be determined -- 6. Core function costs: Which costs are relevant to the decision? -- Part III: The value-to-value perspective (networked value perspectives) -- 7. Customer value: Between ABC analysis and Customer Lifetime Value (CLV) -- 8. Customer centricity: Customer needs and requirements. Focus on the customer contact points -- 9. The combination of value perspectives: Value-to-value segmentation in practical use -- Part IV Customer value-centered management: Management and controlling of the interfaces between benefit, price and costs -- 10. Price-benefit perspective: interactions or Change of effect - signal prices and value pricing -- 11. Price-cost perspective: impact effects and patterns of the top-down and bottom-up approach -- 12. Cost-benefit perspective: the conflicting priorities between transparent pricing and target pricing -- Part V Outlook: Customer value-centered management in a VUCA world -- 13. The path to a customer value-centered company -- 14. What you can learn from the most successful companies can - and what not -- 15. The challenge: The increasingly uncertain Getting a grip on environmental conditions.
Contained By:	Springer Nature eBook
Subject:	Customer relations - Management. -
Online resource:	https://doi.org/10.1007/978-3-031-90497-4
ISBN:	9783031904974

Customer value-centered management = understanding and leveraging value-to-value, pricing, big data, and controlling /
Krämer, Andreas.

Customer value-centered managementunderstanding and leveraging value-to-value, pricing, big data, and controlling /[electronic resource] :by Andreas Krämer, Thomas Burgartz, Christina Muzzu. - Cham :Springer Nature Switzerland :2025. - xxii, 348 p. :ill., digital ;24 cm. - Future of business and finance,2662-2475. - Future of business and finance..

Part I: Introduction and General Conditions -- 1. The Changed Perspective: eagle eye instead of tunnel vision -- 2. Management after the coronavirus crisis: focus on a holistic approach -- 3. A better understanding of big data: what can What Big Data can and cannot do? -- Part II: The cornerstones of customer value-centered management: benefits, price and costs -- 4. Core function Customer benefits: What are the actual customer needs? -- 5. Core function pricing: What is the optimal price and how can it be determined -- 6. Core function costs: Which costs are relevant to the decision? -- Part III: The value-to-value perspective (networked value perspectives) -- 7. Customer value: Between ABC analysis and Customer Lifetime Value (CLV) -- 8. Customer centricity: Customer needs and requirements. Focus on the customer contact points -- 9. The combination of value perspectives: Value-to-value segmentation in practical use -- Part IV Customer value-centered management: Management and controlling of the interfaces between benefit, price and costs -- 10. Price-benefit perspective: interactions or Change of effect - signal prices and value pricing -- 11. Price-cost perspective: impact effects and patterns of the top-down and bottom-up approach -- 12. Cost-benefit perspective: the conflicting priorities between transparent pricing and target pricing -- Part V Outlook: Customer value-centered management in a VUCA world -- 13. The path to a customer value-centered company -- 14. What you can learn from the most successful companies can - and what not -- 15. The challenge: The increasingly uncertain Getting a grip on environmental conditions.

This book explores Customer Value-centered Management as a modern corporate approach, emphasizing its dual nature: data-driven yet comprehensive. Facing heightened time pressure and uncertainty, management grapples with decision-making challenges amidst VUCA conditions. While complexity rises, tools like big data and AI offer decision-making solutions. Customer centricity, epitomized by Amazon's success, emerges as pivotal, with customer value serving as the linchpin in relationship marketing. Authors advocate an integrated "value-to-value segmentation" approach, reconciling customer and company perspectives. They caution against simplistic interpretations of value-based pricing, stressing the need for holistic consideration of customer benefit, pricing, and costs.

ISBN: 9783031904974

Standard No.: 10.1007/978-3-031-90497-4doiSubjects--Topical Terms:

582814
Customer relations
--Management.

LC Class. No.: HF5415.5

Dewey Class. No.: 658.812

Customer value-centered management = understanding and leveraging value-to-value, pricing, big data, and controlling /
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