search query: @author Narus, J. A. / total: 11
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| Author: | Anderson, J. C. Narus, J. A. |
| Title: | Capturing the value of supplementary services (Absatzstrategie) |
| Journal: | Harvard Business Review
1995 : JAN-FEB, VOL. 73:1, p. 75-83 |
| Index terms: | |
| Freeterms: | KUNDENDIENST |
| Language: | eng |
| Abstract: | Virtually all managers know that the key to winning in market after market today is tailoring one's offerings to the needs of each customer while maintaining low costs and prices. But most manufacturers focus only on products and ignore the services offered with them. From the authors' study of the few exceptions they have developed a model for providing flexible service offerings , which they believe will enable companies to reduce the number and cost of standard services, charge more for them, and provide greater value to customers. |
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