ValueSpace Winning the Battle for Market Leadership 1st Edition by Banwari Mittal, Jagdish Sheth ISBN 0071375279 9780071375276

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Product details:

ISBN 10:       0071375279
ISBN 13: 978-0071375276
Author:         Banwari Mittal, Jagdish N. Sheth

In the tradition of the bestselling The Discipline of Market Leaders, business professors and consultants Banwari Mittal and Jagdish N. Sheth describe a dynamic new value-based approach to achieving market dominance they call ValueSpace—the space that great companies create to deliver their customers the greatest value. Based on the findings of an in-depth study for the prestigious Marketing Science Institute of the top 10 companies on Fortune’s Most Admired Companies list, Mittal and Sheth show that value is the “missing link” in achieving enduring customer loyalty, and that the three main components of customer value are performance, price, and service.

With the help of fascinating case studies from UPS, 3M, Caterpillar, Xerox, Fossil, and other “most admireds,” Value Space explains why and how companies in all business sectors that excel at delivering customer value are invariably the market leaders. It outlines a complete program for achieving long-term success by more effectively managing the 9 organizational processes that drive performance, price, and service.

ValueSpace Winning the Battle for Market Leadership 1st Table of contents:

PART ONE: ValueSpace: A Mandate for Value Creation

• Chapter 1: ValueSpace: The Magic Land for Winning Customers
• Chapter 2: A Framework for Creating ValueSpace

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PART TWO: Understanding ValueSpace Strategy

• Chapter 3: Customer Centeredness: The Launching Pad for ValueSpace
• Chapter 4: Performance ValueSpace
• Chapter 5: Price ValueSpace
• Chapter 6: Personalization ValueSpace
• Chapter 7: ValueSpace Expanders

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PART THREE: Three Company Profiles in ValueSpace

• Chapter 8: Caterpillar, Inc.: Rock-Solid ValueSpace from Yellow Iron
• Chapter 9: United Parcel Service: Big Brown’s Package for Customer ValueSpace
• Chapter 10: Fossil: Crafting Customer ValueSpace in Niche Markets

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PART FOUR: A Blueprint for Action

• Chapter 11: ValueSpace Building Processes
• Chapter 12: Customer Value, Value Discipline, and the Pursuit of Excellence
• Chapter 13: A Roadmap for Action

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