A detailed strategy focuses on making a business efficiently responsive to customers.
In his debut book, Fader (Customer Centricity, 2012) made the case that an emphasis on customer satisfaction was a superior scheme to one that concentrated on product. In this work, he and debut author Toms fully explicate the meaning of such a tactic—“customer centricity”—and argue that it’s more commonly embraced than understood. The authors define customer centricity as “a strategy that aligns the development and delivery of a company’s products and services with the current and future needs of its highest valued customers in order to maximize these customers’ long-term financial value to the firm.” A business’s patrons aren’t homogenous and shouldn’t be treated as such—some simply promise more overall value, or “customer goodness,” over time. The authors describe a “predictive measurement” that allows one to estimate the total future benefit likely generated by a consumer: “customer lifetime value.” The authors recommend and thoroughly explain, in language mercifully light on technical business jargon, a “customer relationship management” system that governs both the acquisition and retention of consumers and relies on the targeted use of available data and the efficient allocation of limited resources. In addition, they apply their assessment of customer worth to an impressively comprehensive approach to corporate valuation that essentially includes the patron base as a measurable asset. The knowledge and expertise of this authorial pair are beyond reproach: “Fader is the Frances and Pei-Yuan Chia Professor of Marketing at the Wharton School of the University of Pennsylvania,” and “Toms is executive director and cofounder of Wharton Interactive.” For such a brief monograph, an extraordinarily vast intellectual landscape is covered in a way that is easily digestible. In addition, the authors don’t shy away from shattering conventional wisdom, especially evident in their treatment of demographic segmentation and personas as marketing tools. This should become an authoritative introduction to customer-centric business strategies.
A rigorous and lucid contribution to the literature on contemporary marketing theory.Pub Date: Oct. 30, 2018
ISBN: 978-1-61363-090-7
Page Count: 136
Publisher: Wharton Digital Press
Review Posted Online: Oct. 22, 2018
Kirkus Reviews Issue: Dec. 15, 2018
Review Program: Kirkus Indie
Categories: BUSINESS | LEADERSHIP, MANAGEMENT & COMMUNICATION | GENERAL BUSINESS
Did you like this book?
“Quality of life means more than just consumption”: Two MIT economists urge that a smarter, more politically aware economics be brought to bear on social issues.
It’s no secret, write Banerjee and Duflo (co-authors: Poor Economics: A Radical Rethinking of the Way To Fight Global Poverty, 2011), that “we seem to have fallen on hard times.” Immigration, trade, inequality, and taxation problems present themselves daily, and they seem to be intractable. Economics can be put to use in figuring out these big-issue questions. Data can be adduced, for example, to answer the question of whether immigration tends to suppress wages. The answer: “There is no evidence low-skilled migration to rich countries drives wage and employment down for the natives.” In fact, it opens up opportunities for those natives by freeing them to look for better work. The problem becomes thornier when it comes to the matter of free trade; as the authors observe, “left-behind people live in left-behind places,” which explains why regional poverty descended on Appalachia when so many manufacturing jobs left for China in the age of globalism, leaving behind not just left-behind people but also people ripe for exploitation by nationalist politicians. The authors add, interestingly, that the same thing occurred in parts of Germany, Spain, and Norway that fell victim to the “China shock.” In what they call a “slightly technical aside,” they build a case for addressing trade issues not with trade wars but with consumption taxes: “It makes no sense to ask agricultural workers to lose their jobs just so steelworkers can keep theirs, which is what tariffs accomplish.” Policymakers might want to consider such counsel, especially when it is coupled with the observation that free trade benefits workers in poor countries but punishes workers in rich ones.
Occasionally wonky but overall a good case for how the dismal science can make the world less—well, dismal.Pub Date: Nov. 12, 2019
ISBN: 978-1-61039-950-0
Page Count: 432
Publisher: PublicAffairs
Review Posted Online: Aug. 28, 2019
Kirkus Reviews Issue: Sept. 15, 2019
Did you like this book?
SEEN & HEARD
A psychologist and Nobel Prize winner summarizes and synthesizes the recent decades of research on intuition and systematic thinking.
The author of several scholarly texts, Kahneman (Emeritus Psychology and Public Affairs/Princeton Univ.) now offers general readers not just the findings of psychological research but also a better understanding of how research questions arise and how scholars systematically frame and answer them. He begins with the distinction between System 1 and System 2 mental operations, the former referring to quick, automatic thought, the latter to more effortful, overt thinking. We rely heavily, writes, on System 1, resorting to the higher-energy System 2 only when we need or want to. Kahneman continually refers to System 2 as “lazy”: We don’t want to think rigorously about something. The author then explores the nuances of our two-system minds, showing how they perform in various situations. Psychological experiments have repeatedly revealed that our intuitions are generally wrong, that our assessments are based on biases and that our System 1 hates doubt and despises ambiguity. Kahneman largely avoids jargon; when he does use some (“heuristics,” for example), he argues that such terms really ought to join our everyday vocabulary. He reviews many fundamental concepts in psychology and statistics (regression to the mean, the narrative fallacy, the optimistic bias), showing how they relate to his overall concerns about how we think and why we make the decisions that we do. Some of the later chapters (dealing with risk-taking and statistics and probabilities) are denser than others (some readers may resent such demands on System 2!), but the passages that deal with the economic and political implications of the research are gripping.
Striking research showing the immense complexity of ordinary thought and revealing the identities of the gatekeepers in our minds.Pub Date: Nov. 1, 2011
ISBN: 978-0-374-27563-1
Page Count: 512
Publisher: Farrar, Straus and Giroux
Review Posted Online: Sept. 3, 2011
Kirkus Reviews Issue: Sept. 15, 2011
Categories: BUSINESS | LEADERSHIP, MANAGEMENT & COMMUNICATION | PSYCHOLOGY
Did you like this book?
BOOK REVIEW
© Copyright 2023 Kirkus Media LLC. All Rights Reserved.
Follow
We can’t wait for you to join Kirkus!
It’s free and takes less than 10 seconds!
Already have an account? Log in.
OR
Sign in with GoogleTrouble signing in? Retrieve credentials.
Welcome Back!
OR
Sign in with GoogleTrouble signing in? Retrieve credentials.
