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Introduction

Richard Coopey and Donald Clarke

in 3i Fifty Years Investing in Industry

Published in print:
1995
Published Online:
October 2011
ISBN:
9780198289449
eISBN:
9780191684708
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780198289449.003.0001
Subject:
Business and Management, Business History

This chapter provides a historical perspective of the development of 3i and its impact on British industry. The institution, established initially as the Industrial and Commercial Finance Corporation ... More


Fusion for Profit: How Marketing and Finance Can Work Together to Create Value

Sharan Jagpal and Shireen Jagpal

Published in print:
2008
Published Online:
September 2008
ISBN:
9780195371055
eISBN:
9780199870745
Item type:
book
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780195371055.001.0001
Subject:
Business and Management, Marketing

This book shows how to fuse marketing, finance, and other disciplines to improve performance for the corporation or organization. Specifically, it shows decision makers at different levels in the ... More


How Does Consumer Behavior Affect Marketing Policy?

Sharan Jagpal

in Fusion for Profit: How Marketing and Finance Can Work Together to Create Value

Published in print:
2008
Published Online:
September 2008
ISBN:
9780195371055
eISBN:
9780199870745
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780195371055.003.0011
Subject:
Business and Management, Marketing

This chapter compares different models of consumer behavior including standard economic theory and alternative behavioral theories such as prospect theory and assimilation-contrast theory. It shows ... More


Mergers and Acquisitions

Sharan Jagpal

in Fusion for Profit: How Marketing and Finance Can Work Together to Create Value

Published in print:
2008
Published Online:
September 2008
ISBN:
9780195371055
eISBN:
9780199870745
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780195371055.003.0022
Subject:
Business and Management, Marketing

This chapter shows how the firm can use marketing-finance fusion to evaluate mergers and acquisition strategies. It examines the potential gains from mergers, the history of mergers and acquisitions, ... More


Mail Order Retailing in Britain: A Business and Social History

Richard Coopey, Sean O'Connell, and Dilwyn Porter

Published in print:
2005
Published Online:
September 2007
ISBN:
9780198296508
eISBN:
9780191716638
Item type:
book
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780198296508.001.0001
Subject:
Business and Management, Business History

Since its inception in the late 19th century, Britain's mail order industry both exploited and generated social networks in building its businesses. The common foundation of the sector was the agency ... More


Managing Global Customers: An Integrated Approach

George S. Yip and Audrey J.M. Bink

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199229833
eISBN:
9780191696374
Item type:
book
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199229833.001.0001
Subject:
Business and Management, Strategy, International Business

Multinational companies need to manage their relationships with multinational customers with a globally integrated approach. This book provides a systematic framework for developing and implementing ... More


Coping with Vertical Disintegration: Customer–Supplier Relations and Producer Strategies in Complex Manufacturing Supply Chains

Gary Herrigel

in Manufacturing Possibilities: Creative Action and Industrial Recomposition in the United States, Germany, and Japan

Published in print:
2010
Published Online:
September 2010
ISBN:
9780199557738
eISBN:
9780191720871
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199557738.003.0005
Subject:
Business and Management, Political Economy

Chapter introduces the problem of vertical disintegration, outlining the basic competitive dynamics that give rise to it. A five fold typology of supplier-customer relations is presented: arms ... More


Retaining Customers: Customer Value, Satisfaction, and Service Quality

Grahame R. Dowling

in The Art and Science of Marketing: Marketing for Marketing Managers

Published in print:
2004
Published Online:
October 2011
ISBN:
9780199269617
eISBN:
9780191699429
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199269617.003.0010
Subject:
Business and Management, Marketing

This chapter focuses on programmes to increase the likelihood that a customer will continue to buy the organization's products and services, to develop customer loyalty, or reduce customer churn. The ... More


Gestell

Claudio Ciborra

in The Labyrinths of Information: Challenging the Wisdom of Systems

Published in print:
2004
Published Online:
September 2007
ISBN:
9780199275267
eISBN:
9780191714399
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199275267.003.0004
Subject:
Business and Management, Information Technology

Since the second half of the 1990s, IBM has led the way in formulating and deploying an extensive new fabric of processes and tools which allows them to operate efficiently as a truly global company. ... More


Mail Order Agency in Post-war Britain: The Agent, The Company, and The Customer

Coopey Richard, Sean O‘Connell, and Dilwyn Porter

in Mail Order Retailing in Britain: A Business and Social History

Published in print:
2005
Published Online:
September 2007
ISBN:
9780198296508
eISBN:
9780191716638
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780198296508.003.0005
Subject:
Business and Management, Business History

This chapter discusses the importance of the relationship between mail order and ‘free’ consumer credit. British mail order houses helped their customers finance their purchases by allowing them ... More


Endgame

Terry Gourvish

in British Rail 1974–1997: From Integration to Privatisation

Published in print:
2002
Published Online:
September 2007
ISBN:
9780199250059
eISBN:
9780191719516
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199250059.003.0013
Subject:
Business and Management, Business History

This chapter summarizes the main steps in the privatization of railways after 1994 and evaluates the performance of public sector management over twenty years of significant change. It is shown that ... More


Work and Employment Relations in the Smaller Component Subcontractors: Distinctive Pressures and Contrasting Trajectories

Tony Elger and Chris Smith

in Assembling Work: Remaking Factory Regimes in Japanese Multinationals in Britain

Published in print:
2005
Published Online:
September 2007
ISBN:
9780199241514
eISBN:
9780191714405
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199241514.003.0008
Subject:
Business and Management, International Business

This chapter analyses the evolution of management policies and work and employment relations in two smaller Japanese sub-contractors. Both firms were tightly constrained by customer-supplier ... More


Retaining Customers: Customer Relationship Management

Grahame R. Dowling

in The Art and Science of Marketing: Marketing for Marketing Managers

Published in print:
2004
Published Online:
October 2011
ISBN:
9780199269617
eISBN:
9780191699429
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199269617.003.0011
Subject:
Business and Management, Marketing

This chapter looks in detail at customer relationship management (CRM) as a more holistic approach to customer retention. It is premised on the belief that developing a relationship with customers is ... More


Attaining Customers: Creating, Communicating, and Delivering Customer Value

Grahame R. Dowling

in The Art and Science of Marketing: Marketing for Marketing Managers

Published in print:
2004
Published Online:
October 2011
ISBN:
9780199269617
eISBN:
9780191699429
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199269617.003.0008
Subject:
Business and Management, Marketing

This chapter examines the issue of customer acquisition. It explores how an organization makes an offer to its target consumers that will entice them to buy and keep buying. Part A of this chapter ... More


Capturing Customer Value: Pricing and Selling

Grahame R. Dowling

in The Art and Science of Marketing: Marketing for Marketing Managers

Published in print:
2004
Published Online:
October 2011
ISBN:
9780199269617
eISBN:
9780191699429
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199269617.003.0009
Subject:
Business and Management, Marketing

This chapter examines the task of assessing the value of the offer and looks at how to capture this value. Price setting is one of the most complicated of all the marketing activities. In practice, ... More


Hospitality Branding

Chekitan S. Dev

Published in print:
2012
Published Online:
August 2016
ISBN:
9780801452031
eISBN:
9780801465703
Item type:
book
Publisher:
Cornell University Press
DOI:
10.7591/cornell/9780801452031.001.0001
Subject:
Business and Management, Marketing

In recent years the brand has moved squarely into the spotlight as the key to success in the hospitality industry. Business strategy once began with marketing and incorporated branding as one of its ... More


The Art and Science of Marketing: Marketing for Marketing Managers

Grahame Dowling

Published in print:
2004
Published Online:
October 2011
ISBN:
9780199269617
eISBN:
9780191699429
Item type:
book
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199269617.001.0001
Subject:
Business and Management, Marketing

If an organization has customers, it needs to understand marketing. To achieve the best results from marketing requires a subtle blend of art and science. It can also benefit from recommendations for ... More


Managing Globally

George S. Yip and Audrey J. M. Bink

in Managing Global Customers: An Integrated Approach

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199229833
eISBN:
9780191696374
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199229833.003.0001
Subject:
Business and Management, Strategy, International Business

This chapter begins with a discussion of the globalization context for managing global customers. It then turns to the globalization of buying and selling and the key response by suppliers — and ... More


Exploiting Globalization Drivers and Potential

George S. Yip and Audrey J. M. Bink

in Managing Global Customers: An Integrated Approach

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199229833
eISBN:
9780191696374
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199229833.003.0002
Subject:
Business and Management, Strategy, International Business

This chapter addresses the following questions: Should a company develop a global customer management (GCM) programme? How can it determine whether to do so? What are the potential benefits and ... More


Integrating GCM with Global Strategy and Organization

George S. Yip and Audrey J. M. Bink

in Managing Global Customers: An Integrated Approach

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199229833
eISBN:
9780191696374
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199229833.003.0003
Subject:
Business and Management, Strategy, International Business

Chapter 2 examined how a supplier should decide whether to adopt a global customer management (GCM) programme. This chapter discusses how to evaluate the GCM drivers in both the customer's and the ... More


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