The Satisfied Customer: Winners and Losers in the Battle for Buyer Preference

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9780230604063: The Satisfied Customer: Winners and Losers in the Battle for Buyer Preference

In our service economy, the most important asset is tough to quantify: a company's relationship with its customers. In this must-read examination of customer relations, Claes Fornell draws out a blueprint for understanding this fact of modern business and reveals the unheralded value of customer satisfaction. Drawing on the results of a massive survey of American consumer satisfaction and including examples from companies like Home Depot and UPS, Fornell explains how to quantify and increase the value of a firm's customer relationships--what he calls the Customer Asset. Arguing that exceeding a customer's expectations is risky, and increasing customer complaints can actually be a good thing, his conclusions about outreach strategy are bold and often surprising.

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About the Author:

Claes Fornell developed the American Customer Satisfaction Index. The founder and chairman of CFI Group, an international consulting firm with offices in ten countries, he is the Donald C. Cook Professor of Business at the Stephen M. Ross School of Business and the Director of the National Quality Research Center, both at the University of Michigan. He lives in Ann Arbor, Michigan.

Review:

“In today's world of intense global competition, customer satisfaction is a given. Without it, customers quickly move on to another of their endless choices. And they never return. That's why The Satisfied Customer is a must read.” ―Jack Trout, author of The 22 Immutable Laws of Marketing and Differentiate or Die: Survival In Our Era of Killer Competition


“First rate! An engaging and practical book full of useful concepts and tools by one of the foremost experts on consumer satisfaction. Be a winner in the battle for customers and read this book.” ―Bernd Schmitt, author of Customer Experience Management and Big Think Strategy

“Claes Fornell reminds us if we want to achieve long-term growth and success, companies must invest in their customers. The challenge is knowing how to make smart investments and what measurable outcomes are essential to create satisfied customers. Professor Fornell is providing an important resource for all of us who rely on customer satisfaction to drive the growth of our brands and businesses.” ―David Brandon, chairman and CEO, Domino's Pizza, Inc.

“The concepts and strategies discussed in this book will greatly help business leaders align their organizations in a way that provides tangible results in value creation, customer retention and improved brand position. Fornell's insights bridge from the boardroom and investors all the way to the frontline serviceworker.” ―Jon Ward, Managing Director, Lazard Freres & Co., LLC

“For more than 100 years, AT&T has adhered to the philosophy that delivering an unparalleled customer experience is the key to the long-term reputation and financial health of a company. Mr. Fornell's passion for this same principle makes him one of the business world's leading customer service champions.” ―Ralph de la Vega, President and Chief Executive Officer, AT&T Mobility

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Claes Fornell
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Descripción Palgrave MacMillan, United Kingdom, 2009. Paperback. Estado de conservación: New. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New Book. When faced with the choice between cutting costs or improving customer service, most companies focus on tangible assets. But in our service economy, the most important asset is intangible: a company s relationship with its customers. The Satisfied Customer is a blueprint for understanding this fact of modern business and reveals the unheralded value of customer satisfaction. Drawing on the results of a massive survey of American consumer satisfaction and including examples from companies like Home Depot and UPS, Fornell presents some surprising conclusions about outreach strategy (exceeding a customer s expectations is risky, and increasing customer complaints can actually be a good thing). He also explains how to quantify and increase the value of a firm s customer relationships - what he calls the Customer Asset. Nº de ref. de la librería BZE9780230604063

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Descripción Palgrave MacMillan, United Kingdom, 2009. Paperback. Estado de conservación: New. Language: English . Brand New Book ***** Print on Demand *****.When faced with the choice between cutting costs or improving customer service, most companies focus on tangible assets. But in our service economy, the most important asset is intangible: a company s relationship with its customers. The Satisfied Customer is a blueprint for understanding this fact of modern business and reveals the unheralded value of customer satisfaction. Drawing on the results of a massive survey of American consumer satisfaction and including examples from companies like Home Depot and UPS, Fornell presents some surprising conclusions about outreach strategy (exceeding a customer s expectations is risky, and increasing customer complaints can actually be a good thing). He also explains how to quantify and increase the value of a firm s customer relationships - what he calls the Customer Asset. Nº de ref. de la librería APC9780230604063

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Claes Fornell
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Descripción Palgrave MacMillan, United Kingdom, 2009. Paperback. Estado de conservación: New. Language: English . Brand New Book ***** Print on Demand *****. When faced with the choice between cutting costs or improving customer service, most companies focus on tangible assets. But in our service economy, the most important asset is intangible: a company s relationship with its customers. The Satisfied Customer is a blueprint for understanding this fact of modern business and reveals the unheralded value of customer satisfaction. Drawing on the results of a massive survey of American consumer satisfaction and including examples from companies like Home Depot and UPS, Fornell presents some surprising conclusions about outreach strategy (exceeding a customer s expectations is risky, and increasing customer complaints can actually be a good thing). He also explains how to quantify and increase the value of a firm s customer relationships - what he calls the Customer Asset. Nº de ref. de la librería APC9780230604063

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Descripción St. Martin's Griffin. PAPERBACK. Estado de conservación: New. 0230604064 BRAND NEW, GIFT QUALITY! NOT OVERSTOCKS OR MARKED UP REMAINDERS! DIRECT FROM THE PUBLISHER!|0.66. Nº de ref. de la librería OTF-Y-9780230604063

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Descripción Palgrave Macmillan. Paperback. Estado de conservación: new. BRAND NEW, The Satisfied Customer: Winners and Losers in the Battle for Buyer Preference, Claes Fornell, When faced with the choice between cutting costs or improving customer service, most companies focus on tangible assets. But in our service economy, the most important asset is intangible: a company's relationship with its customers. The Satisfied Customer is a blueprint for understanding this fact of modern business and reveals the unheralded value of customer satisfaction. Drawing on the results of a massive survey of American consumer satisfaction and including examples from companies like Home Depot and UPS, Fornell presents some surprising conclusions about outreach strategy (exceeding a customer's expectations is risky, and increasing customer complaints can actually be a good thing). He also explains how to quantify and increase the value of a firm's customer relationships - what he calls the Customer Asset. Nº de ref. de la librería B9780230604063

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