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The Market Value Process. Bridging Customer & Shareholder Value

  • ID: 2217732
  • Book
  • July 1996
  • 244 Pages
  • John Wiley and Sons Ltd
Earn the loyalty of your customers and the allegiance of your shareholders at the same time. The Market Value Process provides a groundbreaking, practical approach to linking customer and shareholder value in a marketplace where price–cutting is king. It details a twelve–step framework for determining how well customer needs are being met, building strategies for meeting those needs, and ensuring those strategies create enough customer and shareholder value to work successfully. With new thoughts on topics such as teamwork and core competencies, this book defines a general management and financial approach to strategy building every executive should consider.
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PrefaceThe Authors

Part One: Introduction and Principles

1. Using the Market Value Process

2. Learning the Principles

Part Two: The Diagnosis

3. Winning Customers with Creative Market Definition

4. Using Scenarios to Envision Market Evolution

5. Will the Market Reward Your Investment?

6. Delivering Quality Through Product and Non–product Benefits

7. Pricing to Please Customers and Shareholders

8. Managing Internal Costs

Part Three: The Bridge

9. Building Profitable Precision Strategies

Part Four: The Payoff

10. Mapping Poststrategy Customer Value

11. Envisioning Revenue Growth

12. Mapping Shareholder Value

13. Selecting Strategies, Setting Objectives, and Allocating Resources

14. Implementing Presicion Strategies

AppAndix: An Overview of a Precision Strategy

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Alan S. Cleland
Albert V. Bruno
Note: Product cover images may vary from those shown