The Microeconomics of Customer Relationships MBA 6008-Global Economic Environment Capella University Theresa Patterson November 27, 2011 Holding on to the customers that are the most profitable is just plain good business. The retaining of current customers is less expensive than acquiring new ones. Current customers represent the path for growth, only if you know how to expand a relationship with them. Jeffery R. Immelt chairman and CEO of General Electric
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28 Customer Privacy 28 Technical Immaturity 30 XI. CASE STUDIES 31 Amazon.Com 31 Dell 32 Volkswagen 33 Wells Fargo 34 XII. CONCLUSIONS 36 REFERENCES 37 APPENDIX A BASIC ASSUMPTIONS OF CRM 40 APPENDIX B COMMON MYTHS OF CRM 41 APPENDIX C LIFETIME VALUE OF A CUSTOMER 44 C1. Simple Approach 45 C2. More Sophisticated Calculation 46 C3. Effect of Loyalty Programs 47 C4. Additional Factors to Consider 49 C5. The Arithmetic of Lifetime Value 49 C6. Example: Applying Lifetime Value Concepts
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Case Analysis “Virgin Mobile USA: Pricing for the Very First Time” Marketing II – BUSI2202U Group 40, Tuesday Session Word Count: Paper 2,912, Appendix 345 Problem Definition The unimpressive performance numbers in the market belonging to Virgin Mobile are mainly due to the lack of an attractive pricing strategy that would appeal to the target market group. The target market group (consumers aged 19 to 25) have different characteristics than other market groups and Virgin Mobile’s current
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exchanges that satisfy individual and organizational goals. (AMA). Marketing is meeting needs profitably. Marketing Philosophy The Marketing Philosophy comprises of Production Concept, Product Concept, Selling Concept , Marketing Concept, Customer Concept and Societal Marketing Concept The Production Concept The production concept says that the Consumers will prefer products that are widely available and inexpensive. To focus on achieving high production efficiency, low costs
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Team members 唐田伟 09093914 （leader） 任静 09093926 高承明 09093904 雷鹤 09093907 想开林 09093972 BrainCell Internet Advertising • Solver Introduction BrainCell is positioned to sell cell phones, call plans, and mobile services to end-user customers using the Internet exclusively as its unique sales channel (though it also will employ call centers to some extent, mostly for technical upport and billing questions). Partneri ng with one of the largest available communication networks in Europe
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6. 4 Customer Growth Processes Growth Objectives (1) Create cross market by offering online ordering based on international pizza appetite that will drive the revenue growth. (2) Strengthen the customer evolution by improving the pizza delivery service on the right time. (3) Offering healthy Pizza menu to the customer as value added satisfaction to improve customer development. (4) Providing PULSE system to ensure the quality of pizza offering in order to achieve the customer growth. Growth
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Chapter 1: Creating and Capturing Customer Value Marketing: creating value for customers and building strong relationships to capture from customers in return - All about managing profitable customer relationships (satisfying customer needs) Core Customer and Marketplace Concepts 1. Needs wants and demands * Needs: states of felt deprivation * Wants: the form human needs take as shaped by culture and individual personality * Demands: human wants that are backed by buying power
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BUSINESS DEVELOPMENT FOR BEGINNERS: 3 STEPS TO ACQUIRE AND KEEP CUSTOMERS Arie Abecassis INTRODUCTION ARIE ABECASSIS ‣ Venture Partner, Founder Dreamit, AppStori INTRODUCTION ARIE ABECASSIS ‣ Venture Partner, Founder Dreamit, AppStori ‣ Investor, Advisor Adaptly, BizApps, inkky, MAZ, SeatGeek INTRODUCTION ARIE ABECASSIS ‣ Venture Partner, Founder ‣ Operator Dreamit, AppStori ‣ Investor, Advisor Adaptly, BizApps, inkky, MAZ, SeatGeek Marvel, MindFireInc, SecondMarket
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MARKETING: CREATING AND CAPTURING CUSTOMER VALUE Marketing – the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for consumers, clients, partners, and society at large Understanding the Marketplace and Customer Needs Customer Needs, Wants, and Demands – – – needs: states of self-deprivation physical needs for food, clothing, warmth, and safety social needs for belonging and affection
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never marketed, and is not popular in market. Many customers don’t know the name rosewood some knew through the travel agent. Individual property was stressed not the brand name. Rosewood always marketed the hotel by the property name. Rosewood’s management has been considering new branding strategy. Instead of branding hotels locally, rosewood is considering to go with corporate branding with all its hotels. From the data analysis 40% of the customers enjoyed return visit but only 5% stayed in more
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