Firm Competitive Advantage Through Relationship Management

Author : Bartosz Deszczyński
Publisher : Springer Nature
ISBN 13 : 3030673383
Total Pages : 294 pages
Book Rating : 4.83/5 ( download)

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Download or read book Firm Competitive Advantage Through Relationship Management written by Bartosz Deszczyński and published by Springer Nature. This book was released on 2021-03-25 with total page 294 pages. Available in PDF, EPUB and Kindle. Book excerpt: Relationship management (RM) is an essential part of business, but its success as a business model can be hard to measure, with some firms embracing a model that is truly relationship-orientated, while others claim to be relationship-orientated but in fact prefer transactional short-term gain. This open access book aims to develop a mid-range theory of relationship management, examining truly relationship-orientated firms to discover not only what qualities these firms have that make them successful at the RM model, but also what benefits this model has for the firm. It addresses questions like how RM-mature companies achieve and sustain competitive advantage, and what determines the scale and scope of these firms, illustrating with case studies. This book will be of interest to scholars studying leadership and strategy, especially those interested in relationship management, business ethics and corporate social responsibility. It will also be of interest to professionals looking to develop their understanding of relationship management.

Author : Nicolaj Siggelkow
Publisher : Harvard Business Press
ISBN 13 : 1633697010
Total Pages : 157 pages
Book Rating : 4.10/5 ( download)

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Download or read book Connected Strategy written by Nicolaj Siggelkow and published by Harvard Business Press. This book was released on 2019-04-30 with total page 157 pages. Available in PDF, EPUB and Kindle. Book excerpt: Business Models for Transforming Customer Relationships What if there were a way to turn occasional, sporadic transactions with customers into long-term, continuous relationships--while simultaneously driving dramatic improvements in operational efficiency? What if you could break your existing trade-offs between superior customer experience and low cost? This is the promise of a connected strategy. New forms of connectivity--involving frequent, low-friction, customized interactions--mean that companies can now anticipate customer needs as they arise, or even before. Simultaneously, enabled by these technologies, companies can create new business models that deliver more value to customers. Connected strategies are win-win: Customers get a dramatically improved experience, while companies boost operational efficiency. In this book, strategy and operations experts Nicolaj Siggelkow and Christian Terwiesch reveal the emergence of connected strategies as a new source of competitive advantage. With in-depth examples from companies operating in industries such as healthcare, financial services, mobility, retail, entertainment, nonprofit, and education, Connected Strategy identifies the four pathways--respond-to-desire, curated offering, coach behavior, and automatic execution--for turning episodic interactions into continuous relationships. The authors show how each pathway creates a competitive advantage, then guide you through the critical decisions for creating and implementing your own connected strategies. Whether you're trying to revitalize strategy in an established company or disrupt an industry as a startup, this book will help you: Reshape your connections with your customers Find new ways to connect with existing suppliers while also activating new sources of capacity Create the right revenue model Make the best technology choices to support your strategy Integrating rich examples, how-to advice, and practical tools in the form of "workshop chapters" throughout, this book is the ultimate resource for creating competitive advantage through connected relationships with your customers and redefined connections in your industry.

Author : A. Cox
Publisher : Springer
ISBN 13 : 0230509193
Total Pages : 246 pages
Book Rating : 4.91/5 ( download)

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Download or read book Business Relationships for Competitive Advantage written by A. Cox and published by Springer. This book was released on 2003-12-19 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides the first summary and critical appraisal of the thinking that currently informs the management of business relationships, from the perspectives of both the buyer and supplier. The authors argue that these approaches are one-dimensional and instead recommend a more holistic approach based on power, interaction and portfolio perspectives. The book provides evidence of how relationships can be aligned and misaligned in practice, using eighteen examples drawn from a variety of business cases and circumstances.

Author : Andrew Humphries
Publisher : Routledge
ISBN 13 : 1317142691
Total Pages : 234 pages
Book Rating : 4.90/5 ( download)

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Download or read book Enterprise Relationship Management written by Andrew Humphries and published by Routledge. This book was released on 2016-03-09 with total page 234 pages. Available in PDF, EPUB and Kindle. Book excerpt: In today's connected global marketplace, success and failure is bound up with the management of your inter-organisational partnerships. Competition is no longer between individual organisations but between alliances of companies and networks of supply chains. Richard Gibbs and Andrew Humphries provide a practical guide to the management process and skill sets needed for co-ordinating the business activities that are essential to creating a competitive advantage. Their eight partnership types developed from earlier research help readers adapt their relationship strategies to the different opportunities that present themselves and focus their greatest time and resources on the collaborations that offer the greatest value. The text includes an explanation of the context for collaboration, the principles and drivers for success, as well as techniques for appraisal and management. This is an excellent overview of the tools, techniques and philosophies behind an enterprise’s successful management of its strategically important relationships. Enterprise Relationship Management will help ensure your organisation has the requisite ability to form, manage, retire and exit partnerships in a fluid and agile way. Whether you are in sales or marketing or finance and operations, this book will show you how to get the most from your partnerships.

Author : Thorsten Hennig-Thurau
Publisher : Springer Science & Business Media
ISBN 13 : 3662097451
Total Pages : 454 pages
Book Rating : 4.58/5 ( download)

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Download or read book Relationship Marketing written by Thorsten Hennig-Thurau and published by Springer Science & Business Media. This book was released on 2013-06-29 with total page 454 pages. Available in PDF, EPUB and Kindle. Book excerpt: Relationship Marketing provides a comprehensive overview of the fundamentals and important recent developments in this fast-growing field. "This book makes a landmark contribution in assembling some of the best contemporary thinking about relationship marketing illustrated with concrete descriptions of companies in the automobile industry, consumer electronics, public utilities and so on, which are implementing relationship marketing. I highly recommend this to all companies who want to see what their future success will require." PROF. PHILIP KOTLER, NORTHWESTERN UNIVERSITY, ILLINOIS

Author :
Publisher : Routledge
ISBN 13 : 9780750640176
Total Pages : 304 pages
Book Rating : 4.70/5 ( download)

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Download or read book Relationship Marketing for Competitive Advantage written by and published by Routledge. This book was released on 1998 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: A selection of some of the best writing on the subject by experts from around the world. The editors have supplemented these articles with linking summaries and commentaries which highlight such topics as customer retention, employee satisfaction, supplier relations, and management of service quality.

Author : Gerhard Raab
Publisher : CRC Press
ISBN 13 : 1317155432
Total Pages : 240 pages
Book Rating : 4.30/5 ( download)

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Download or read book Customer Relationship Management written by Gerhard Raab and published by CRC Press. This book was released on 2016-05-13 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Customer Relationship Management is the first book to explore the benefits to the firm of a globally integrated approach to the management philosophy of Customer Relationship Management (CRM). The best hope for achieving a sustainable competitive advantage in a global marketplace is by means of better understanding which customers are in the best position to experience long-term, profitable relationships for the globally oriented firm. This book offers both an academic and a practical viewpoint of the importance of CRM in a global framework. It integrates the topics of knowledge management, total quality management, and relationship marketing with the goal of explaining the benefits of CRM for internationally active firms. The authors have included six case studies which allow the reader to undertake the role of CRM consultant in a 'learning by doing' approach. The book should be required reading for all business executives who desire a customer-oriented approach to success, and for all students of business who desire to gain insight into a relationship management approach which will become ever-more important in the years ahead.

Author : Martha Rogers
Publisher : John Wiley & Sons
ISBN 13 : 1119815347
Total Pages : 517 pages
Book Rating : 4.41/5 ( download)

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Download or read book Managing Customer Experience and Relationships written by Martha Rogers and published by John Wiley & Sons. This book was released on 2022-04-19 with total page 517 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every business on the planet is trying to maximize the value created by its customers Learn how to do it, step by step, in this newly revised Fourth Edition of Managing Customer Experience and Relationships: A Strategic Framework. Written by Don Peppers and Martha Rogers, Ph.D., recognized for decades as two of the world’s leading experts on customer experience issues, the book combines theory, case studies, and strategic analyses to guide a company on its own quest to position its customers at the very center of its business model, and to “treat different customers differently.” This latest edition adds new material including: How to manage the mass-customization principles that drive digital interactions How to understand and manage data-driven marketing analytics issues, without having to do the math How to implement and monitor customer success management, the new discipline that has arisen alongside software-as-a-service businesses How to deal with the increasing threat to privacy, autonomy, and competition posed by the big tech companies like Facebook, Amazon, and Google Teaching slide decks to accompany the book, author-written test banks for all chapters, a complete glossary for the field, and full indexing Ideal not just for students, but for managers, executives, and other business leaders, Managing Customer Experience and Relationships should prove an indispensable resource for marketing, sales, or customer service professionals in both the B2C and B2B world.

Author : David A. Po-Chedley
Publisher : Human Resource Development
ISBN 13 : 9780874256376
Total Pages : 208 pages
Book Rating : 4.72/5 ( download)

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Download or read book Client Relationship Management written by David A. Po-Chedley and published by Human Resource Development. This book was released on 2001 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book reveals how to truly excel at meeting client needs and lock in future business, client testimonials, increased referrals and client loyalty. Insightful and full of common sense, Client Relationship Management sheds new light on managing the six elements of successful client relationship management: The client relationship, relationship/project initiation, planning, implementation, closeout, and application/service plan. The book delivers a wealth of advice from the "real world"; how to define solutions based on the client's history, design a plan that secures ownership from stakeholders, promote strong communication, and orchestrate project closeout to acknowledge individual and team performance.

Author : Kaj Storbacka
Publisher : McGraw-Hill Companies
ISBN 13 :
Total Pages : 184 pages
Book Rating : 4.48/5 ( download)

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Download or read book Customer Relationship Management written by Kaj Storbacka and published by McGraw-Hill Companies. This book was released on 2001 with total page 184 pages. Available in PDF, EPUB and Kindle. Book excerpt: To develop the long-term relationships necessary to survive the intense global competition of the modern era, businesses must strive to meet customers needs as never before. This book is a result of an extensive research project that studied new ideas in marketing, and how these strategies are being applied throughout the US and Europe. The case studies provided demonstrate the ability of effective CRM programmes to refine customer relationships and increase their value.