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Higher profits through customer lock...

Buschken, Joachim,1964-.

Higher profits through customer lock-in :a roadmap /

Record Type:	Language materials, printed : Monograph/item
Title/Author:	Higher profits through customer lock-in :/ Joachim B媠chken.
Reminder of title:	a roadmap /
Author:	Buschken, Joachim,
Published:	Mason, Ohio :Thomson,c2004.
Description:	viii, 199 p. :ill. ;24 cm.
Subject:	Customer relations. -
ISBN:	0324202652 (hbk.):

Higher profits through customer lock-in :a roadmap /
Buschken, Joachim,1964-.

Higher profits through customer lock-in :a roadmap /Joachim B媠chken. - Mason, Ohio :Thomson,c2004. - viii, 199 p. :ill. ;24 cm.

Includes bibliographical references (p. 189-192) and index.

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.

ISBN: 0324202652 (hbk.):US34.95

LCCN: 2004108424Subjects--Topical Terms:

147266
Customer relations.

LC Class. No.: HF5415.5 / .B874 2004

Dewey Class. No.: 658.8/12

Higher profits through customer lock-in :a roadmap /
LDR:01446cam _2200169 a_450 001 138694
008 040607s2004 ohua b 001 0 eng
010 $a 2004108424
020 $a 0324202652 (hbk.): $c US34.95
035 $a 00096123
040 $a BKL $c BKL $d IBS $d DLC
050 0 0 $a HF5415.5 $b .B874 2004
082 0 0 $a 658.8/12 $2 22
100 1 $a Buschken, Joachim, $d 1964-. $3 164982
245 1 0 $a Higher profits through customer lock-in : $b a roadmap / $c Joachim B媠chken.
260 $a Mason, Ohio : $b Thomson, $c c2004.
300 $a viii, 199 p. : $b ill. ; $c 24 cm.
504 $a Includes bibliographical references (p. 189-192) and index.
505 0 $a 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.
650 0 $a Customer relations. $3 147266
650 0 $a Customer loyalty. $3 148581
650 0 $a Customer services. $3 147477