(Case Analysis: Northwest Airlines and the Detroit Snowstorm 1. What exactly went wrong? How bad was this situation? Ans: There was a snowstorm on Saturday‚ January 2nd‚ which was very serious and caused over 10 inches of snowfall. Northwest Airlines had been too late to halt the departure of their planes from other cities to Detroit‚ on of its largest hub. They made the decision to let 30 planes land in Detroit on Sunday‚ neglecting those 14 inches of snow and the severe weather condition
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1/29/2015 Creating Customer Value http://eproduct.hbsp.harvard.edu/eproduct/product/cc_8176/content/OPS/html/print.html 1/22 1/29/2015 Creating Customer Value This reading contains links to online interactive illustrations and video‚ denoted by the icons above. In addition to using reader controls in the navigation bar‚ you can also use the arrow keys on your keyboard to navigate between pages. Sunil Gupta‚ Edward W. Carter Professor of Business Administration‚ Harvard Business School‚ develop
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Reprinted with permission of Auerbach Publications‚ CRC Press LLC‚ 535 Fifth Avenue‚ New York‚ NY 10017. All rights reserved. SUPPLY CHAIN STRATEGIES Jim Ayers By thinking in terms of supply chains instead of individual operations or departments‚ CIOs can improve their competitive strategies. These strategies‚ in turn‚ change organizational operations‚ roles‚ and information systems. This article shows how such “supply chain thinking” works. upply chains are a hot management topic. Eyes are
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report based on the study of “Customer Value Marketing” starts with introduction section. We have mentioned the contents of the study in objectives of the report section. The methodology section deals with the means of preparation of this report and the processes that we have followed. Then the report describes the theoretical aspects of the study in the literature review. This section mainly consists of brief description about different important topics about customer value marketing. Finally in the
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Customer Value Propositions in Business Markets Customer value proposition” has become one of the most widely used terms in business markets in recent years. Yet our management-practice research reveals that there is no agreement as to what constitutes a customer value proposition—or what makes one persuasive. Moreover‚ we find that most value propositions make claims of savings and benefits to the customer without backing them up. An offering may actually provide superior value—but if the supplier
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MARKETING Fundamentals of Customer Value To create successful customer relationships‚ companies must understand what their customers care about and what value proposition appeals to them. by Mohanbir Sawhney Kellogg School of Management S uccessful customer relationships are built on the bedrock of superior customer value. To attract and retain your most important customers‚ you must understand what they care about and what value propositions will appeal to them. While “value” is an overused buzzword
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Primarily a family owned business (the Wilsons) Started by Ernest Wilson‚ had 4 children‚ the two eldest Bob and Rex joined the business in 1962. Ernest was conservative in nature‚ operated with little or no leverage‚ just wanted to support the family Bob had to fire his uncle because he was joining a union. Ernest became less involved as the business grew in the presence of Bob and Rex In the early 1970s‚ industry was extremely fragmented. Bob and Rex decided that acquisitions was the way to
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Customer Lifetime Value (SMALL BOOK 167-177) * Customer lifetime value (CLV)‚ is the net present value of the cash flows attributed to the relationship with a customer. * The use of customer lifetime value as a marketing metric tends to place greater emphasis on customer service and long-term customer satisfaction‚ rather than on maximizing short-term sales. * Two approaches to CLV: * Disaggregate (“spreadsheet”)– Complex and cumbersome‚ but allows you to build in any assumptions
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wants of customers. Apple Inc. had always had their unparallel ways of marketing and advertising their products‚ which too are set apart from every other brand in their own unique styles. Marketers usually market ten types of entities: Goods: These are physical goods that may be manufactured or produced. In case of Apple products‚ the goods that they market are iPhone‚ iPad‚ Macbook‚ etc. Services: These are the intangible products that involve performing some services for the customers. A service
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An important factor in understanding the value of a product or service to a customer is to understand what potential benefit they will derive from it‚ how they can set about deriving it and how external factors affect it. Understanding these essential facts assists in the establishment of the product‚ pricing and promotional strategy‚ marketing support services and value added services necessary to the successful introduction and support of the product in the market place The above approach
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