Shaping Markets and Customer Relationships

Alf Chattell

Chapter 4 in Creating Value in the Digital Era, 1998, pp 78-103 from Palgrave Macmillan

Abstract: Abstract A dominant characteristic of the Digital-Era enterprise is its continuous search for value. As we enter an era where you create distinctive value only by uncovering and realizing new possibilities, the successful companies will be those that find ways of generating new insights and using them to shape markets and customer relationships. The ability to do so depends on the following aspects of intelligent value-seeking behavior: acuity — the sharpness of the senses and of understanding; creativity — the ability to uncover new valuable possibilities; learning intensity — continuous experimentation guided by fast, rich feedback; and innovation — the continuous development and renewal of capabilities, products and services in ways that create new ways of making a difference (see Figure 4–1).

Keywords: Customer Relationship; Customer Behavior; Loyalty Scheme; Intelligent Behavior; Digital Revolution (search for similar items in EconPapers)
Date: 1998
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-349-14711-3_5

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DOI: 10.1007/978-1-349-14711-3_5

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