Suggested Reading
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Suggested Reading
Managing Customer Value: Creating Quality and Service That Customers Can See Developing Successful Product Strategies Using The Value-Strategy Toolkit™. The Value-Strategy Toolkit is personal-computer software for helping product design, management, and go-to-market teams increase the value of their offering to targeted customers. The blueprint for the software is derived from Dr. Bradley Gale’s classic book, Managing Customer Value, the seminal guide for managers on how to define, measure, analyze, and improve customer-perceived value. The Value-Strategy Toolkit™ uses your data from many alternative or complementary sources: product evaluations, market research, customer satisfaction surveys, competitive intelligence, business plans, and management judgment. It guides you in assembling and organizing data on transaction prices and product performance. It generates analyses and charts that help you develop insights and compelling action plans. <request a complimentary copy> The PIMS Principles: Linking Strategy to Performance "Market Share — A Key to Profitability," by Buzzell, Gale, and Sultan, Harvard Business Review, January-February 1975. (Republished in Strategic Management, edited by Richard G. Hamermesh for the Harvard Business Review Executive Book Series, 1983.) Why do we place so much importance on using value to gain market share? This article, one of the first based on the PIMS findings, explains. For reprints, click here. Customer Value Accounting for Value-Based Pricing , by Bradley T. Gale and Donald J. Swire, Journal of Professional Pricing, Third Quarter, 2006. You can estimate the comparative worth of your products by comparing them to the competition in terms of the customers' costs in using the product and other, non-cost elements of performance. <request a complimentary copy> How Much is Your Product Really Worth, by Bradley T. Gale. This recent monograph explains the principles of Customer Value accounting. Customer Value, Inc. would be happy to send you a complementary copy — <request a complimentary copy> Value-Based Marketing and Pricing , by Bradley T. Gale and Donald Swire (Customer Value, Inc., November 2006) . This paper has sections on (1) Approaches to Customer Value Measurement, (2) Customer Value Accountinf for Value-Based Pricing, and (3) Building a Value-Based Markeing Strategy System — <request a complimentary copy>
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, by Bradley T. Gale, (New York, The Free Press, May 1994). The classic that started the Customer-Value movement.