12984190
Description
Mind Map by victor De Los Santos, updated more than 1 year ago
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Created by victor De Los Santos
over 6 years ago
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The elements of
value
- Measuring—and
delivering— what
consumers really want
- BY ERIC ALMQUIST,
JOHN SENIOR, AND
NICOLAS BLOCH
- BY ERIC ALMQUIST,
JOHN SENIOR, AND
NICOLAS BLOCH
- THE CHALLENGE
What customers
value in a product or
service can be hard
to pin down
- The authors describe 30 “elements of
value” that meet four kinds of
need—functional, emotional, life
changing, and social impact—and that,
when optimally combined, increase
customer loyalty and revenue growth.
- The relevance of
elements varies according
to industry, culture, and
demographics.
- The relevance of
elements varies according
to industry, culture, and
demographics.
- The authors describe 30 “elements of
value” that meet four kinds of
need—functional, emotional, life
changing, and social impact—and that,
when optimally combined, increase
customer loyalty and revenue growth.
- Growing
Revenue
- companies that performed well
on multiple elements of value
would have more loyal
customers than the rest.
- companies doing well on
multiple elements would grow
revenue at a faster rate than
others
- companies that performed well
on multiple elements of value
would have more loyal
customers than the rest.
- Patterns
of Value
- Some elements do
matter more than others.
- Consumers perceive digital
firms as offering more value
- Brick-and-mortar
businesses can still win
on certain elements
- Some elements do
matter more than others.
- Putting the
Elements to
Work
- Structured
listening
- “Ideation”
sessions
- Customer-centric design
of prototype concepts.
- Rigorous choice
modeling
- Structured
listening
- key
areas
- New-product
development
- Pricing
- Customer
segmentation
- New-product
development
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