Customer Value-centered Management

Andreas Krämer, Thomas Burgartz and Christina Muzzu
Additional contact information
Andreas Krämer: exeo Strategic Consulting AG
Thomas Burgartz: University of Europe for Applied Sciences
Christina Muzzu: University of Europe for Applied Sciences

in Future of Business and Finance from Springer

Date: 2025
ISBN: 978-3-031-90497-4
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Chapters in this book:

Ch 1 The Changed Perspective: Eagle Eye Instead of Tunnel Vision

Andreas Krämer, Thomas Burgartz and Christina Muzzu

Ch 2 Management in a Multi-crisis Environment

Andreas Krämer, Thomas Burgartz and Christina Muzzu

Ch 3 Understanding Big Data Better: What Big Data Can and Cannot Do

Andreas Krämer, Thomas Burgartz and Christina Muzzu

Ch 4 Core Function—Customer Benefits: What Are the Actual Customer Needs?

Andreas Krämer, Thomas Burgartz and Christina Muzzu

Ch 5 Core Function—Pricing: What Is the Optimal Price and How Can It Be Determined?

Andreas Krämer, Thomas Burgartz and Christina Muzzu

Ch 6 Core Function—Costs: Which Costs Are Relevant for Decision-Making?

Andreas Krämer, Thomas Burgartz and Christina Muzzu

Ch 7 Customer Value: From ABC Analysis to Customer Lifetime Value (CLV)

Andreas Krämer, Thomas Burgartz and Christina Muzzu

Ch 8 Customer Centricity: Focusing on Customer Needs and Touchpoints

Andreas Krämer, Thomas Burgartz and Christina Muzzu

Ch 9 Combining Value Perspectives: Value-to-Value Segmentation in Practice

Andreas Krämer, Thomas Burgartz and Christina Muzzu

Ch 10 Price-Benefit Perspective: Interactions and Effects—Signal Pricing and Value-Based Pricing

Andreas Krämer, Thomas Burgartz and Christina Muzzu

Ch 11 Price-Cost Perspective: Impact Patterns of Top-Down and Bottom-Up Approaches

Andreas Krämer, Thomas Burgartz and Christina Muzzu

Ch 12 Cost-Benefit Perspective: Navigating the Conflict Between Transparent and Target Pricing

Andreas Krämer, Thomas Burgartz and Christina Muzzu

Ch 13 The Path to a Customer Value-Centered Company

Andreas Krämer, Thomas Burgartz and Christina Muzzu

Ch 14 Learning from the Most Successful Companies: What Works and What Doesn’t

Andreas Krämer, Thomas Burgartz and Christina Muzzu

Ch 15 The Challenge: Managing Increasingly Uncertain Environmental Conditions

Andreas Krämer, Thomas Burgartz and Christina Muzzu

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DOI: 10.1007/978-3-031-90497-4

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