Treasuring Customers: The Secret for Endurance

Eric Viardot ()
Additional contact information
Eric Viardot: Skema Business School, Skema Executive Education

Chapter Chapter 3 in The Timeless Principles of Successful Business Strategy, 2026, pp 15-29 from Springer

Abstract: Abstract Enduring companies do all they can to maintain strong relationships with their customers over time. They study the characteristics and expectations of existing and potential customers whether individual consumers or industrial clients, to understand their needs and desires, ensuring that the benefits of their products and services are always considered from the customer’s perspective. Enduring firms focus on a limited number of market segments, selecting profitable customers while avoiding others, and deliver value beyond functional benefits through a total value equation. Enduring companies also cultivate customer loyalty and effective communication notably around the corporate brand; they also institutionalize feedback to continuously improve products and processes. Finally, they evolve alongside their customers to sustain long-term relevance and competitiveness.

Keywords: Enduring corporation; Enduring company; Customer loyalty; Customer segmentation; Needs and wants; Total value Eq.; B2B and B2C differentiation; Strategic adaptation; Long-Term customer value (search for similar items in EconPapers)
Date: 2026
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-032-14617-5_3

Ordering information: This item can be ordered from
http://www.springer.com/9783032146175

DOI: 10.1007/978-3-032-14617-5_3

Access Statistics for this chapter

More chapters in Management for Professionals from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().