By Mack Hanan, Peter Karp
Offers a brand new method of promoting that emphasizes no longer competing at the foundation of the simplest fee, however the maximum price i.e. demonstrating to present and people searching for products/services that utilizing your service or product will both lower their charges or increase their sales. dispensed via Gale. Annotation
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All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 1314 151617181920 To Don Massaro, who asked us the right question: "What do I need you for? " Page vii Contents Preface ix 1.
Only in return for the values you add to your customers can your shareholders receive value from your business. Customer value comes first. Shareholder value is a second derivative. If you position your business to add customer values, shareholder values will follow. The converse, however, is not automatically true. A business committed to value improvement for customers operates with a unique mindset. " about every investment they contemplate. They preoccupy themselves with all the issues that are related to value: Does this investment opportunity give us the biggest value bang for the buck or are there better options?
II. Title. 8'16-dc2090-22951 CIP © 1991 Mack Hanan and Peter Karp. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 1314 151617181920 To Don Massaro, who asked us the right question: "What do I need you for?
Competing on Value by Mack Hanan, Peter Karp