Customer Segmentation and Customer Value Proposition: The First Critical Task of Strategy

Arnoldo C. Hax
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Arnoldo C. Hax: Massachusetts Institute of Technology

Chapter Chapter 3 in The Delta Model, 2010, pp 33-73 from Springer

Abstract: Abstract The Delta Model regards customer segmentation as the starting point for a creative strategy. If we are in a situation where we feel we need to consider a significant change in our strategy, this is our chance to rethink what we are doing and to redirect the organization toward a more constructive future. It is in here where our innovative capabilities are going to be tested. The final output of this process will clearly indicate whether we are going to depart from the inertia and momentum carried over from our past activities and will in fact determine a novel way of reconstructing the business.

Keywords: Financial Asset; Customer Base; Final Consumer; Customer Segment; Bidding Process (search for similar items in EconPapers)
Date: 2010
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-1-4419-1480-4_3

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DOI: 10.1007/978-1-4419-1480-4_3

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