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CH 2a. CREATING VALUE FOR BUSINESS CUSTOMERS
CH 2a. CREATING VALUE FOR BUSINESS CUSTOMERS
CH 2a. CREATING VALUE FOR BUSINESS CUSTOMERS
Department of Management
NEW MARKET
OPPORTUNITIES
3. 4.
DEVELOP ACQUIRE
A RESEARCH NEW
PROGRAM CUSTOMERS
ACHIEVED BY
1. CUSTOMER RESEARCH – through focus groups and
surveys
2. INTERACTING WITH CUSTOMERS – through joint
product development and product testing
3. DEVELOPING ON-SITE VISITATION PROGRAMS
BRAND C
Reasonable price
Order process BRAND A
efficiency & accuracy After-sale service
Rapid delivery
BRAND B
Helpful / informative
BRAND D Technical
performance
ANALYTICAL TOOLS
FOR SEGMENT EVALUATION: