Higher profits through customer lock-in : a roadmap /
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| Format: | Book |
| Language: | English |
| Published: |
Mason, Ohio :
Thomson,
[2004]
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| Subjects: |
Table of Contents:
- Getting out of the customer satisfaction trap
- Customer lock-in in action
- The economics of switching costs : where's the beef?
- Who wins the game?
- Changes to buying behavior
- The new approach to market segmentation
- Motivate and enable brand-specific learning
- Understand and seek contractual lock-in
- Loyalty rewards, but better beware!
- Innovate for technological lock-in
- Creating switching costs through the customer-supplier relationship
- Creating switching costs : a synopsis
- Differentiating the strategy
- Converting switching costs into price premiums
- Leveraging customer switching costs through new product development
- Dealer support for your lock-in strategy
- Addressing customers' risk in communication
- Monitoring the contribution of customer lock-in
- Organizational imperatives for the customer lock-in strategy
- An outlook on lock-in strategy.