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Chloe Xu, Director, Australia
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Marketers have generally spent much time and effort on the pricing side of the value equation (marketing mix), because it is the easier part. Given the psychological complexity and analytical difficulty, few studies have been done to understand what customers truly value, allowing companies to improve the value proposition of their brands / products.
Almquist, Senior and Bloch (2016) identified 30 ‘elements of value’ in 4 categories of customers' needs – functional, emotional, life changing, and social impact. These comprise the universal building blocks of value that customers normally appreciate. The survey conducted by the research team indicated that offering certain optimal combinations of value elements improve customer loyalty and as a result revenue growth and company performance.
Interestingly, the research also found three patterns of value creation worth of special notice:
- SOME ELEMENTS MATTER MORE THAN OTHERS. is the king, and no other elements can mak (...) Read more? Sign up for free
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Jaap de Jonge, Editor, Netherlands
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Customer Value | Consumer Value
Thanks for sharing. I agree that customer or consu (...)
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S. Lago, Business Consultant, Canada
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Customer/Consumer Value and Service
An often forgotten aspect of customer value is cus (...)
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Marcel Wiedenbrugge, Consultant, Netherlands
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What is (Customer) Value and Why is it So Important?
In our book "Customer Profit Hacking" we describe (...)
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Norman Dragt, Netherlands
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Some Critical Remarks on the 30 Elements
I do wonder how they made this distinction between (...)
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Donny Le, Entrepreneur, United States
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It's Silly to Go After all 30
It turns out that by scoring high on MOST of those (...)
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CLAUDIUS RWODZI, HR Consultant, Zimbabwe
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Customer Value? Start with your Employees!
I tend to agree with @ on promoting a culture of m (...)
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Norman Dragt, Netherlands
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Negative Customer Value
As this is just hear say, so I am not sure, but St (...)
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Chloe Xu, Director, Australia
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How to Measure and Manage your Customer Value
Customers are the key to any business and to creat (...)
11-11-2020
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