TITLE

The force of value

AUTHOR(S)
Capowski, Genevieve
PUB. DATE
May 1995
SOURCE
Management Review;May95, Vol. 84 Issue 5, p33
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Presents a roundtable discussion on the concept of customer value by eight managers from a diverse range of industries in the United States. Importance of knowing customers; Customer segments; Shift in customer base; Exposure to customer; Motivation of sales force; Concession mentality; Leader's role. INSET: Where are you in the value matrix?, by Kathy Hoes..
ACCESSION #
9505210468

 

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