MARC Record from Library of Congress

LEADER: 01702cam a2200265 a 4500
001 2004108424
003 DLC
005 20050316165226.0
008 040607s2004 ohua b 001 0 eng d
010 $a 2004108424
020 $a0324202652 (hbk.)
035 $a(OCoLC)ocm57410608
040 $aBKL$cBKL$dIBS$dDLC
042 $alccopycat
050 00 $aHF5415.5$b.B874 2004
082 00 $a658.8/12$222
100 1 $aBüschken, Joachim,$d1964-
245 10 $aHigher profits through customer lock-in :$ba roadmap /$cJoachim Büschken.
260 $aMason, Ohio :$bThomson,$cc2004.
300 $aviii, 199 p. :$bill. ;$c24 cm.
504 $aIncludes bibliographical references (p. 189-192) and index.
505 0 $aGetting out of the customer satisfaction trap -- Customer lock-in in action -- The economics of switching costs : where's the beef? -- Who wins the game? -- Changes to buying behavior -- The new approach to market segmentation -- Motivate and enable brand-specific learning -- Understand and seek contractual lock-in -- Loyalty rewards, but better beware! -- Innovate for technological lock-in -- Creating switching costs through the customer-supplier relationship -- Creating switching costs : a synopsis -- Differentiating the strategy -- Converting switching costs into price premiums -- Leveraging customer switching costs through new product development -- Dealer support for your lock-in strategy -- Addressing customers' risk in communication -- Monitoring the contribution of customer lock-in -- Organizational imperatives for the customer lock-in strategy -- An outlook on lock-in strategy.
650 0 $aCustomer relations.
650 0 $aCustomer loyalty.
650 0 $aCustomer services.