Rethinking Customer Solutions: From Product Bundles to Relational Processes | Part 2

•Descargar como PPTX, PDF•

0 recomendaciones•1,004 vistas

American Marketing Association | Journals

It is important for a solution provider to choose customers who are likely to be adaptive, willing to share information about their operations, and guide the solution provider about their internal politics that could derail the solution.

Marketing

From: Tuli, Kohli, and Bharadwaj (2007)
Solution providers should choose
their B2B customers carefully.
What are the characteristics of good B2B
customers?

From: Tuli, Kohli, and Bharadwaj (2007)
Remember: Effective solutions are co-created with customers
Operations
Counseling
Internal Political
Counseling
Adaptability
(Customer characteristics)
Therefore, choose customers that are
likely to:
• Be adaptive
• Willing to share information about
their operations
• Guide the solution provider about
their internal politics that could
derail the solution.

Más contenido relacionado

Más de American Marketing Association | Journals

A new study in the Journal of Marketing shows that the design of websites used for buying health insurance combined with high-quality big data can produce big savings for consumers. When health insurance products are ordered such that the best options for the consumer appear first in the presented list, this strongly improves consumers' decisions. If the list is also partitioned to show a small number of options first (with an easy option to click through to see all options), this further improves consumers' decisions. However, importantly, if the best options are not at the top of the list, partitioning can harm consumer decision quality.

Herhausen et al (2022).pptx

American Marketing Association | Journals

Dellaert et al (2022).pptx

American Marketing Association | Journals

While marketing researchers increasingly employ web data, the idiosyncratic and sometimes insidious challenges in its collection have received limited attention. How can researchers ensure that the datasets generated via web scraping and APIs are valid? A new article in the Journal of Marketing proposes a methodological framework that highlights how addressing validity concerns requires the joint consideration of idiosyncratic technical and legal/ethical questions. The framework covers the broad spectrum of validity concerns arising from the automatic collection of web data for academic use along the three stages of collecting web data: selecting data sources, designing the data collection, and extracting the data.

Boegershausen et al. (2022).pptx

American Marketing Association | Journals

Dolbec et al. (2022).pptx

American Marketing Association | Journals

Heide, Bell & Tracey (2022).pptx

American Marketing Association | Journals

Wang, Wang & Jiang (2022).pptx

American Marketing Association | Journals

Malhotra & Bhattacharyya (2022).pptx

American Marketing Association | Journals

Kim, Kim & Arora (2021).pptx

American Marketing Association | Journals

Jia, Yang, and Jiang 2022.pptx

American Marketing Association | Journals

Jia, Yang, and Jiang 2022.pptx

American Marketing Association | Journals

Goldfarb, Tucker & Wang (2022).pptx

American Marketing Association | Journals

Anatoli Colicev: The PhD Journey

American Marketing Association | Journals

The day Nintendo launched the Switch gaming system, both Xbox and PlayStation congratulated Nintendo on social media. It was a somewhat surprising move. Big brands typically don’t compliment their competitors – they wouldn’t want to offer a rival brand free publicity. But this research shows that a brand can actually boost its own reputation and sales by complimenting a competitor. Nearly a dozen experiments with almost 4,000 people demonstrate that brands may reap rewards by engaging in brand-to-brand praise

Befriending the Enemy: The Effects of Observing Brand-to-Brand Praise on Cons...

American Marketing Association | Journals

Our research reveals actionable ways for managers to (1) successfully manage salespeople’s avoidance of relatively large opportunities, (2) better understand the role of conversion uncertainty in salesperson decision making when prospecting, and (3) effectively manage salespeople’s decision making when prospecting by altering their benefit–cost calculus and uncertainty calibration and paying attention to salespeople’s portfolio characteristics. Furthermore, salespeople should be aware of the biases their past performance success and experience create in their decision making when prospecting.

Why Salespeople Avoid Big-Whale Sales Opportunities

American Marketing Association | Journals

Shedding Light on the Dark Side of Firm Lobbying: A Customer Perspective

American Marketing Association | Journals

Despite Efficiencies, M&As Reduce Firm Value by Hurting Customer Satisfaction

American Marketing Association | Journals

In political battles over contested issues, direct-to-public persuasion is key to gaining public support. Important differences in how voters respond to industry side versus activist side persuasion show that activist arguments have the greatest impact on voting and other outcomes. The research results show that the industry and activist sides should follow different strategies, and caution that competing campaigns do not have an equal opportunity to persuade the public

How Industries Use Direct-to-Public Persuasion in Policy Conflicts: Asymmetri...

American Marketing Association | Journals

These slides are useful to explain how consumers create value in the sharing economy. They explain that consumers navigate the challenges of cocreating in the sharing economy through orchestration work. It presents a framework with 4 overarching mechanisms of orchestration work and 14 specific actions that consumers engage in to overcome challenges and cocreate value in the sharing economy platforms. The slides also explain that consumer orchestration work creates value for platform firms, because it leads to efficiency, complementarities, consumer lock-in, and novelty.

How Consumer Orchestration Work Creates Value in the Sharing Economy

American Marketing Association | Journals

Current statistics on organ donation point to an ever-increasing demand yet inadequate supply of available donors. And while the vast majority of Americans (90%) support organ donation, only 60% are registered. Our study demonstrates how intercepting customers with behaviorally informed promotional materials at the right time (e.g., “If you needed a transplant would you have one?”), along with streamlined customer service (e.g., additional time and a simplified form) can help overcome the intention-action gap and significantly increase new organ donor registrations.

Increasing Organ Donor Registrations with Behavioral Interventions: A Field E...

American Marketing Association | Journals

A combination of six distinct judgments jointly determines whether consumers consider a consumption experience more or less authentic. Is the product or service original? Is it legitimate? Is what the firm is telling me accurate? Do they have integrity? Are the firm and its personnel proficient? And, do I feel connected to the source? These judgments are not interchangeable, yet the role each plays can change based on the context.

The Concept of Authenticity: What it Means to Consumers

American Marketing Association | Journals

Más de American Marketing Association | Journals (20)

Herhausen et al (2022).pptx

Dellaert et al (2022).pptx

Boegershausen et al. (2022).pptx

Dolbec et al. (2022).pptx

Heide, Bell & Tracey (2022).pptx

Wang, Wang & Jiang (2022).pptx

Malhotra & Bhattacharyya (2022).pptx

Kim, Kim & Arora (2021).pptx

Jia, Yang, and Jiang 2022.pptx

Goldfarb, Tucker & Wang (2022).pptx

Anatoli Colicev: The PhD Journey

Befriending the Enemy: The Effects of Observing Brand-to-Brand Praise on Cons...

Why Salespeople Avoid Big-Whale Sales Opportunities

Shedding Light on the Dark Side of Firm Lobbying: A Customer Perspective

Despite Efficiencies, M&As Reduce Firm Value by Hurting Customer Satisfaction

How Industries Use Direct-to-Public Persuasion in Policy Conflicts: Asymmetri...

How Consumer Orchestration Work Creates Value in the Sharing Economy

Increasing Organ Donor Registrations with Behavioral Interventions: A Field E...

The Concept of Authenticity: What it Means to Consumers

Último

HOW TO HANDLE SALES OBJECTIONS | SELLING AND NEGOTIATION

pratheeshraj987

Email marketing is a low-cost and effective marketing strategy. It is an excellent way to generate leads, convert visitors to customers, and build engagement. However, you could miss many opportunities to turn profits without exploring the best email marketing practices. Whether you’re a beginner, intermediate, or expert email marketer, everyone wants the same – a high open and click-through rate. We want to see subscribers engaging with our email campaigns, open, and take action on the CTA. https://cybernaira.com/email-marketing-best-practices/

10 Email Marketing Best Practices to Increase Engagements, CTR, And ROI

Shamsudeen Adeshokan

The Impact Of Social Media Advertising.pdf

ishikajaiswal116

Distribution Ad Platform_ The Role of Distribution Ad Network.pdf

Transports Advertising

Elevating Your Digital Presence by Evitha.pdf

evithatojoparel

Affiliate Marketing is a dynamic and lucrative method of earning income online, where individuals or businesses promote products or services and receive a commission for each sale, lead, or action generated through their referral. At its core, affiliate marketing operates on the principle of revenue sharing, where merchants reward affiliates for driving traffic or sales to their business. Understanding the Basics Affiliate Marketing is rooted in the concept of performance-based marketing. Instead of paying for traditional advertising methods upfront, merchants pay affiliates only when a specific action is completed, such as a sale, lead, or click. This performance-based model aligns the interests of both parties, as affiliates are incentivized to generate results for the merchants they promote. How Affiliate Marketing Works: The process of affiliate marketing typically involves three primary parties: the merchant, the affiliate, and the customer. The merchant, also known as the advertiser or retailer, is the entity that sells the product or service. The affiliate, often referred to as the publisher, promotes the merchant's products or services through various marketing channels. The customer, of course, is the individual who makes a purchase or takes the desired action. When a customer clicks on an affiliate link and completes the desired action, such as making a purchase, the affiliate earns a commission. This commission can vary depending on the merchant's affiliate program and the terms of the agreement between the merchant and the affiliate. The Role of Affiliates, Merchants, and Customers Affiliates play a crucial role in the success of affiliate marketing by leveraging their platforms, audience, and marketing skills to drive traffic and sales for merchants. Affiliates can range from individuals with personal blogs and socialHow Affiliate Marketing Works: The process of affiliate marketing typically involves three primary parties: the merchant, the affiliate, and the customer. The merchant, also known as the advertiser or retailer, is the entity that sells the product or service. The affiliate, often referred to as the publisher, promotes the merchant's products or services through various marketing channels. The customer, of course, is the individual who makes a purchase or takes the desired action. When a customer clicks on an affiliate link and completes the desired action, such as making a purchase, the affiliate earns a commission. This commission can vary depending on the merchant's affiliate program and the terms of the agreement between the merchant and the affiliate. The Role of Affiliates, Merchants, and Customers Affiliates play a crucial role in the success of affiliate marketing by leveraging their platforms, audience, and marketing skills to drive traffic and sales for merchants. Affiliates can range from individuals with personal blogs and social media accounts to large scale Marketing Institution

Mastering Affiliate Marketing: A Comprehensive Guide to Success

Abdulsamad Lukman

Micro-Choices, Max Impact Personalizing Your Journey, One Moment at a Time.pdf

Piyush Kumar

Alpha Media March 2024 Buyers Guide.pptx

Dave McCallum

Instant digital issuance (IDI) creates a pre-activated digital version of a new or reissued card before physical card delivery. These digital cards, available for immediate use in a digital wallet for online shopping, are highly popular with consumers, especially younger, tech-savvy cardholders. The right customer communications for Instant Digital Issuance (IDI) can boost engagement and spend. Our card marketing experts have assembled an IDI overview with definitions and best practices for the critical first touch, including examples from Chase, SoFi, Venmo, Affirm, Bank of America and Chime.

Instant Digital Issuance: An Overview With Critical First Touch Best Practices

Media Logic

2024 Social Trends Report V4 from Later.com

nmislamchannal

Lead generation is the process of attracting and converting potential customers into leads – individuals or organizations who have shown interest in your product or service. This involves tactics like targeted advertising, content marketing, and networking to capture the attention of potential leads and encourage them to provide their contact information or engage with your business. The ultimate goal is to nurture these leads through the sales funnel, turning them into paying customers. Effective lead generation strategies focus on understanding the needs and preferences of your target audience, offering valuable content or solutions, and building relationships to establish trust and credibility

Gain potential customers through Lead Generation

vidhyalakshmiveerapp

4 TRIK CARA MENGGUGURKAN JANIN ATAU ABORSI KANDUNGAN

Cara Menggugurkan Kandungan 087776558899

Welcome to Ardency Elite, where sophistication meets practicality. Our catalog showcases a meticulously curated selection of lifestyle essentials designed to enhance every aspect of your journey. From premium travel accessories to stylish apparel and delightful toys for toddlers, Ardency Elite offers unparalleled comfort, style, and functionality. Dive into our catalog and elevate your lifestyle with Ardency Elite today.

Discover Ardency Elite: Elevate Your Lifestyle

My Heart Throw Pillow

Optimizing Your Marketing with AI-Powered Prompts

Vbout.com

Aligarh Hire 💕 8250092165 Young and Hot Call Girls Service Agency Escorts

meghakumariji156

Crypto Quantum Leap - Digital - membership area

jaynee G

Aiizennxqc Digital Marketing | SEO & SMM

aiizennxqc

The 9th May Incident in Pakistan A Turning Point in History.pptx

elizabethella096

GOOD QUALITY EDUCATED PROFILE HOTEL SERVICE AT VERY LOW 100% SAFE AND ORIGINAL. 100%⭐⭐⭐ SATISFIED GUARANTEED (age-19 to 35) College girls , party girls and also house wife's⭐⭐⭐⭐⭐ Our Service Available In Home AND STAR HOTELS , In call Out call Service.24 hrs⭐⭐⭐⭐⭐ * Models⭐⭐⭐⭐⭐ * Call Center Working Girls/Women * Hi Tech Co. Girls/Women⭐⭐⭐⭐⭐ * House Wife.⭐⭐⭐⭐⭐ * College going girls .⭐⭐⭐⭐⭐ All Meetings Hottest Female With Me Are Safe And Consensual With Most Limits Respected Complete Satisfaction Guaranteed Service Available In:⭐⭐⭐⭐⭐

HITECH CITY CALL GIRL IN 9234842891 💞 INDEPENDENT ESCORT SERVICE HITECH CITY

NiteshKumar82226

SP Search Term Data Optimization Template.pdf

PauleneNicoleLapira