Value-based marketing for bottom-line success : 5 steps to creating customer value

Offers a 5-step model and critical tools useful for creating and managing a value delivery marketing strategy. This title offers a value creation and delivery process which helps a company to compete profitably in its marketplace by identifying the value expectations of target customers, and selecting the values on which it wants to compete.

Acknowledgments	p. xi
Introduction: The Business World We Have Come to Know	p. xiii
Chapter 1 The View from Pentadigm's World	p. 1
Chapter 2 Introduction to Pentadigm	p. 17
Chapter 3 Step 1: Discover--Understand the Customer	p. 33
Chapter 4 Step 2: Commit--Commit to the Customer	p. 53
Chapter 5 Step 3: Create--Create Customer Value	p. 77
Chapter 6 Step 4: Assess--Obtain Customer Feedback	p. 99
Chapter 7 Step 5: Improve--Measure and Improve Value	p. 115
Chapter 8 Managing Pentadigm	p. 139
Appendix 1 Pentadigm Road Maps	p. 161
Appendix 2 Target Customer Value Segment Tracer	p. 167
Appendix 3 Customer Lifetime Value (CLV)	p. 171
Appendix 4 Pentadigm Competitive Assessment	p. 179
Appendix 5 Value Commitment Rating Tool	p. 185
Appendix 6 Developing Customer Value Commitments That Are Real and Superior	p. 195
Appendix 7 Pentadigm Value-Based Marketing Diagnostic	p. 199
Notes	p. 231
Index	p. 235

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