Last edited by Garn
Thursday, July 16, 2020 | History

7 edition of Driving customer equity found in the catalog.

Driving customer equity

Roland T. Rust

Driving customer equity

how lifetime customer value is reshaping corporate strategy

by Roland T. Rust

  • 186 Want to read
  • 12 Currently reading

Published by Free Press in New York .
Written in English

    Subjects:
  • Customer services,
  • Customer relations,
  • Marketing,
  • Strategic planning

  • Edition Notes

    Includes bibliographical references (p. 275-282) and index.

    StatementRoland T. Rust, Valarie A. Zeithaml, Katherine N. Lemon.
    ContributionsZeithaml, Valarie A., Lemon, Katherine N.
    Classifications
    LC ClassificationsHF5415.5 .R87 2000
    The Physical Object
    Paginationxii, 292 p. :
    Number of Pages292
    ID Numbers
    Open LibraryOL20765070M
    ISBN 100684864665
    LC Control Number00026485
    OCLC/WorldCa44161237

      Driving Customer Appeal Through the Use of Emotional Branding is a critical scholarly resource that examines the responses consumers have to differing advertising strategies, and how these reactions impact sales. Featuring relevant topics such as multisensory experiences, customer experience management, brand hate, and product innovation, this.   Another aspect of the definition of brand equity that I presented in my book was the argument that brand equity is that is also provides value to customers. It enhances the customer’s ability to interpret and process information, improves confidence in the purchase decision and affects the quality of the user : David Aaker.

    Buy the Kobo ebook Book Driving Customer Equity: How Customer Lifetime Value Is Reshaping Corporate Strategy by Valarie A. Zeithaml at , Canada's largest bookstore. Free shipping and pickup in store on eligible orders. His book, Driving Customer Equity (written with Valarie Zeithaml and Katherine Lemon) won the Berry-AMA Book Prize for the best marketing book of the previous three years. His work has received extensive media coverage, including a Business Week cover story and an appearance on ABC World News Tonight with Peter by: 8.

      Alphabet Inc.’s decade-long, multibillion-dollar bet on self-driving cars currently employs around people, and half of its person executive team is female, according to a new analysis by.   Kay and Valarie and I did just such a study of American Airlines' seating in research for our book, "Driving Customer Equity," and found that expanding coach leg room was likely to be profitable.


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Driving customer equity by Roland T. Rust Download PDF EPUB FB2

Driving Customer Equity: How Customer Lifetime Value Is Reshaping Corporate Strategy by Valarie A. Zeithaml. In their efforts to become more customer-focused, companies everywhere find themselves entangled in outmoded systems, metrics, and strategies rooted in their product-centered view of the world.

The ideas expressed in Driving Customer Equity, taken as a whole, could grow value equity, brand equity, and retention equity. However, without a success story to rally interest, successful implementation for existing firms is out of reach unless the fundamental values of and dedication to the customer equity strategy are embraced by senior Cited by:   The ideas expressed in Driving Customer Equity, taken as a whole, could grow value equity, brand equity, and retention equity.

However, without a success story to rally interest, successful implementation for existing firms is out of reach unless the fundamental values of and dedication to the customer equity strategy are embraced by senior /5.

Driving Customer Equity book. Read reviews from world’s largest community for readers. In their efforts to become more customer-focused, companies everyw /5(17). Driving Customer Equity: How Customer Lifetime Value is Reshaping Corporate StrategyRoland T.

Rust, University of MarylandValarie A. Zeithaml, University of North CarolinaKatherine N. Lemon, Boston CollegeWinner Berry-AMA Book Prize for the Best Book in MarketingThis award is given to exceptional marketing books that have set the standard for excellence and. In this age of one-to-one marketing, understanding how to drive Customer Equity is central to the success of any firm.

In particular, Driving Customer Equity will be essential reading for any marketing manager and, for that matter, any manager concerned with growing the value of the firm's customer base.3/5(1). His book, Driving Customer Equity (written with Valarie Zeithaml and Katherine Lemon) won the Berry-AMA Book Prize for the best marketing book of the previous three years.

His work has received extensive media coverage, including a Business Week cover story and an appearance on ABC World News Tonight with Peter Jennings. Buy Driving Customer Equity: How Customer Lifetime Value is Reshaping Corporate Strategy: How Lifetime Customer Value Is Reshaping Corporate Strategy First Printing by Rust, Roland T.

(ISBN: ) from Amazon's Book Store. Everyday low prices and free delivery on 3/5(9). Driving Brand Equity -- 7. Driving Retention Equity -- 8. Measuring Customer Equity -- 9. Evaluating Financial Impact -- Strategic Analysis -- Customer Pyramid -- Managing the Customer Pyramid -- Customer Alchemy -- Internet as the Ultimate Customer Equity Tool -- Customer Equity Corporation -- Obtaining the Lifetime Pages: The authors' Customer Equity Framework yields powerful insights that will help any business increase the value of its customer base.

Rust, Zeithaml, and Lemon introduce the three drivers of customer equity -- Value Equity, Brand Equity, and Retention Equity -- and explain in clear, nontechnical language how managers can base their strategies on. His book, Driving Customer Equity (written with Valarie Zeithaml and Katherine Lemon) won the Berry-AMA Book Prize for the best marketing book of the previous three years.

His work has received extensive media coverage, including aBusinessWeek cover story and an appearance on ABC World News Tonight with Peter Jennings. Book Review: Driving Customer Equity: How Customer Lifetime Value is Reshaping Corporate Strategy Terry Clark and Vikas Mittal Journal of Marketing 2, Cited by: 4.

Get this from a library. Driving customer equity: how customer lifetime value is reshaping corporate strategy. [Roland T Rust; Valarie A Zeithaml; Katherine N Lemon] -- "Customer Equity Framework yields insights that will help any business increase the value of its customer base.

The authors demonstrate in this breakthrough book how managers can build and employ. The Case for Customer Equity2. The Profitable Product Death Spiral3. The True Lifetime Value of the Customer Part IIThe Customer Equity Framework4.

A Framework for Customer Equity5. Driving Value Equity6. Driving Brand Equity7. Driving Retention Equity Part IIICustomer-Centered Strategy8. Measuring Customer Equity9. Evaluating Financial Impact value equity, brand equity, and relationship equity.

The book includes only one equation (which is inconsistent with the models in this article). Our article is a necessary comple-ment to the book, providing the statistical and implementa-tion details necessary to implement the book’s customer equity framework in practice.

The current work File Size: KB. What Drives Customer Equity 3 When Value Equity Matters Most Value equity matters to most customers most of the time, but it will be most important under specific circum-stances.

First, value equity will be most critical when discernible differences exist between competing products. In commodity markets, where products andFile Size: KB.

The Case for Customer Equity 2. The Profitable Product Death Spiral 3. The True Lifetime Value of the Customer Part II The Customer Equity Framework 4. A Framework for Customer Equity 5. Driving Value Equity 6. Driving Brand Equity 7. Driving Retention Equity Part III Customer-Centered Strategy 8.

Measuring Customer Equity 9. What Drives Customer Equity. Bu t valu e equit y als o ma y gro w customer equity. B y. introducin g ne w benefit s fo r a curren t produc t o r service, o r b y.

addin g ne w feature s t. Customer equity, the sum of the customer lifetime values across the current and future customers of the firm, is thus the logical metric for evaluating the success of revenue expansion efforts. We summarize research findings that show that customer equity is a good proxy for the stock market value of the firm, and explain why this should be.

Customer equity is defined as the sum of the discounted lifetime values of all of the firm's current and potential customers. The customer equity concept. Customer Equity Customer equity is defined as the total of the discounted lifetime value of all the firm’s customers In other words, a firm is only as good as its customers think it will be the next time they will do business with that firm.

4. Three Drivers of Customer Equity Value Equity Brand Equity Retention Equity 5.A major transformation in the competitive strategy of businesses 9/11/ Driving Customer Equity is the collaborative effort of management professors Rust, of Vanderbilt University, Zeithaml, of University of North Carolina, Chapel Hill and Lemon, formerly of HBS and now of Boston College.

The conceptual framework established in the book represents.Brand equity is a good indicator of whether the brand is powerful or not (Aaker ; Berry ; Keller ). Therefore, a brand with effectual brand equity could increase a consumer’s trust of intangible buying, make tangible the intangible aspects of goods, and reduce the perceived risk of the service purchase by helping customers in visualising and comprehending insubstantial .