Challenging Customers

OPEN ARCHIVE

Union Jack
Dannebrog

Challenging Customers

Vis flere oplysninger

Titel: Challenging Customers
Driving Competitiveness Through Customer Relationship Optimization
Forfatter: Ritter, Thomas; Geersbro, Jens
Resume: Challenging Customers not only responds to increasing demands among customers challenging their suppliers but also to the suppliers’ drive to challenge customers. Challenging each other in a customer-supplier relationship helps both parties stay sharp, alert, and agile. Challenging in relationships – and challenging the relationship itself – are therefore sources of competitiveness for customers and suppliers alike. A business without customers is not a business. All firms need to interact with “the one who pays”, “the one for which they are valuable”, or “the beneficiary of the firm’s value proposition”. Such customer contacts and contracts can be direct or indirect, arm’s length or trust based, simple or complex. In all cases, firms have relationships with customers. In our understanding, the term “relationship” does not imply a specific quality, such as “friendship” or even “good” or “bad”. Rather, it indicates that the parties somehow relate to one another. “Customer-supplier relationship” describes the fact that companies interact with each other in order to enable value creation on both ends of the relationship. The establishment of relationships is therefore not a choice for a company, but a necessity. However, ensuring that the firm is involved in suitable customer-supplier relationships that support its competitiveness is a challenging task and a daily challenge. This book provides a 360-degree view of customer-supplier relationships, and offers tools useful for describing and understanding relationships in order to develop them into valuable assets for the firm. Notably, the book is not a complete collection of all of the models and tools ever suggested. Rather, it offers our selection of tools that have been proven to work over time.
URI: http://hdl.handle.net/10398/9253
Dato: 2015-12-29

Creative Commons License This work is licensed under a Creative Commons License.

Filer Størrelse Format Vis
ChallengeBook_WEB.pdf 1.813Mb PDF Vis/Åbn Book

Dette dokument findes i følgende samling(er)

Vis flere oplysninger