Women on Business

DECEMBER 7, 2010

Being helpful comes with a price, and the price is more work. Delighting customers doesn’t build loyalty. By Maribeth Kuzmeski Oftentimes, there is more risk in customer service when the answer to our concerns is “yes.” Can you help me? Will you make an exception and do this for me just this once? Reducing the work a customer.

Press Release 170

Press Release Discount PR Compliance 170

Harvard Business Review

MARCH 10, 2015

This latest frequent flyer reboot is an example of how the meaning, measure, and management of “customer loyalty” are changing. ” and instead asking themselves, “What kind of loyalty do we want our customers to have , and do we want to have for our customers?” Those answers aren’t obvious.

Customer Loyalty 8

Customer Loyalty Loyalty Airlines Hotels 8

Strategy Driven

NOVEMBER 18, 2013

The main goal of bidding is get the cheapest price. If you win, it’s likely you did at a severe reduction of price and loss of profit. Let me give you the good news, and the sales news… There are several strategies you can employ to get around the bidding process, or legally and ethically change the bidding process.

Proposal 58

Proposal Price Long-term Customer Loyalty 58

Strategy Driven

JANUARY 27, 2014

Can you tell me what sections of any of your books I could go to for help with deflecting that first, “What’s your best price?” ” as my porcupine close, ignoring the price question, and asking my own question, “Jeffrey, how do you select a car or truck? They already know what the car costs. About the Author.

Price 50

Price Customer Loyalty Competitive Advantage Books 50

Women on Business

JANUARY 12, 2011

Tanya energizes leaders to help them light the spark in their teams that results in: the proliferation of ideas and innovation,shorter cycle times, more collaborative environments, and high customer and employee loyalty. Clients served through TalentSmart® and Elevati, Inc. Johnson & Johnson and others. Tanya holds an M.A. in Zoology.

Press Release 100

Press Release Discount PR Magazine 100

Strategy Driven

MARCH 25, 2013

You speak the truth, have high ethical standards, and are known for service. SMART SELLING REALITY: Smart salespeople don’t sell on price. Smart salespeople don’t reduce price. Smart salespeople don’t match price. This means you take long-term oriented actions. Actions that will stand the test of time. About the Author.

Open-book 50

Open-book Definition Self-aware Price 50

Strategy Driven

JULY 2, 2012

You’ve placed a value on yourself that reflects in your selling skills, your attitude, your belief system, your truthfulness, and your ethics. These days, Mother Google can create preconceived value notions that don’t simply revolve around your product or your price; that’s just one part of the equation. That’s you.

Reputation 50

Reputation Customer Loyalty Belief Systems Seminar 50

Coaching Tip

FEBRUARY 23, 2012

The days of leading countries or companies via a one-way conversation are over, as Netflix’s one-way conversation with customers on prices, Bank of America’s one-way conversation on debit fees and Verizon’s one-way conversation on an e-billing surcharge recently demonstrated. Manning his cash register limited his precious donut-making time).

How To 110

How To Airlines Media Innovation 110

Harvard Business Review

JANUARY 29, 2016

The New York City Department of Consumer Affairs (NYDCA) recently released a well-researched report documenting similar products having different prices based on the target customer’s gender. Target equalized the prices after the report was released, labeling the differential a “system error.”

Price 8

Price Market Segmentation Ethics Morale 8

Strategy Driven

SEPTEMBER 10, 2012

Authenticity is not a specific characteristic – it is derived from the ethical, honest, and consistent actions of your total words and deeds. The biggest mistake salespeople make is thinking it’s all about ‘product’ and ‘price.’ ASK YOURSELF THIS: Is my world different from their world? About the Author.

Globalization 50

Globalization Mission Statement Human Capital Seminar 50

Strategy Driven

NOVEMBER 1, 2010

Public scandals like the BP oil spill and Goldman Sachs’ mortgage securities fraud compromised consumers’ trust in brands, and as a result, consumer loyalty was at an all-time low. The real test will be if brands can use these channels to forge deeper relationship with customers. Unlike Santander, Goldman lost sight of its brand promise.

Brand 62

Brand Globalization Banking Long-term 62

Harvard Business Review

MAY 29, 2012

To many, the obvious candidate for measuring corporate performance is share price. Some want to hold their shares for only a short time and care only about tomorrow's stock price. The old "efficient markets" idea that stock prices perfectly measure future returns has long been discredited.)

Short-term 14

Short-term Long-term Objective Customer Loyalty 14

Harvard Business Review

MARCH 28, 2012

I sell an ethical life." It's not so much about being an ethical vendor or one that people like. Having just one of the Gettsyburg trio is usually not enough to earn the sort of loyalty Jeff Vogel is talking about. It is not an accident that these three characteristics are so important to building customer loyalty.

Loyalty 10

Loyalty Software Download Customer Loyalty 10

Harvard Business Review

AUGUST 28, 2012

For example, Tesco uses vast data sets culled from decades of customers' Clubcard use to make pricing decisions, influence shoppers to buy specific items, and build loyalty. Can anything be learned about shoppers who don't carry loyalty cards? But that approach doesn't tell a firm about a new or transient customer.

Retail 12

Retail Wireless Loyalty Chemicals 12

Let's Grow Leaders

MAY 2, 2017

It doesn’t require a high IQ, high-priced consultants, long-term planning or even a lot of time or money. So here is my one-sentence employee engagement course: “People give loyalty and discretionary effort to those who foster growth, show appreciation, share a compelling vision and are trustworthy.”.

Mission Statement 180

Mission Statement Loyalty Course Uncertainty 180

Harvard Business Review

OCTOBER 7, 2014

The fans that the multi-billion dollar football machine depends on are suddenly having to defend their loyalty, and some are deciding they can’t. Crisis management Ethics Leadership' People are calling for nothing less than a wholesale cultural change across the League. Talk about an unignorable moment.

Company 13

Company Crisis Crisis Management Video 13

Harvard Business Review

MAY 2, 2018

But as behavioral scientist Cass Sunstein has cautioned , there are sound uses for personal data on social media if handled ethically. Personality insights and other aspects of behavioral science offer opportunities to better connect with individuals, and if done ethically it can be beneficial for consumers and businesses alike.

Marketing 8

Marketing Advertising Ethics Health Care 8

Harvard Business Review

OCTOBER 11, 2012

We've been selling our privacy for a while now: We sell our privacy to the grocery store, when we allow loyalty cards to track each and every thing we purchase, in exchange for discounts on green beans and more. We can't determine the threshold or price for transactions we don't authorize. This is nothing new.

Insurance 16

Insurance Discount Airlines Price 16

N2Growth Blog

JUNE 17, 2010

But because true leaders are motivated by loving concern than a desire for personal glory, they are willing to pay the price.&# - Eugene B. The Ten Commandments and the Sermon on the Mount are all the ethical code anybody needs.&# - Harry S. Disagreement, at this state, stimulates me. But once a decision is made, the debate ends.

Definition 370

Definition Blog Leadership Covey 370

Harvard Business Review

AUGUST 31, 2015

.” As a result, commitment to work is no longer the consequence of organizational loyalty. Seen as a ticket to thrive in a mobile job market, “talent” is an ever more valuable label, and devotion to work is that ticket’s price. It is an expression of talent.

Long-term 8

Long-term Loyalty Uncertainty Banking 8

Harvard Business Review

OCTOBER 11, 2012

We've been selling our privacy for a while now: We sell our privacy to the grocery store, when we allow loyalty cards to track each and every thing we purchase, in exchange for discounts on green beans and more. We can't determine the threshold or price for transactions we don't authorize. This is nothing new.

Insurance 9

Insurance Discount Airlines Price 9

Harvard Business Review

OCTOBER 24, 2011

" I told the story of my father, his search for a new car, a health emergency that took place in the middle of that search — and a couple of extraordinary (and truly human) gestures by an auto dealer that put him at ease and won his loyalty. Nobody is opposed to a good bottom-line deal," I concluded at the time.

Uncertainty 15

Uncertainty Business Model Industry Airlines 15

Strategy Driven

SEPTEMBER 6, 2013

A body of pleasurable and memorable experiences from which customers will build brand loyalty. The better it appears to be (marketing, wrapping, price, place of purchase) affects our viewpoint on its quality. Their purchase price is set by the buyer, who also believes that getting a bargain enhances the value of the antique.

Long-term 56

Long-term Budgeting Quality Consultative 56

Strategy Driven

JULY 1, 2011

A body of pleasurable and memorable experiences from which customers will build brand loyalty. Price is often a deciding factor in buying. The better it appears to be (marketing, wrapping, price, place of purchase) affects our viewpoint on its quality. An informed clientele, with the ability to appreciate and enjoy the wine.

Long-term 50

Long-term Benchmarking Quality Process 50

Harvard Business Review

NOVEMBER 28, 2017

Even in one of the most market-oriented societies in human history, it appears very difficult to make most people appreciate that ethical and profitable business practices do not fundamentally conflict. A firm with excessively high prices or poor quality products will lose business to competitors with lower prices or better products.

Company 8

Company Short-term Long-term Price 8

Harvard Business Review

MARCH 15, 2011

Back when consumer choices were limited by which products got stocked on the local shelves, those characteristics did a pretty good job at drawing a straight line connecting where you live with, say, where you buy milk, how often and at what price. The limitations of place and space are no longer as relevant today. .

Market Segmentation 14

Market Segmentation Marketing How To Price 14

Harvard Business Review

JANUARY 29, 2014

Campaigns, promotions and loyalty programs targeting women and gay males seem obvious. Are there clever ways to raise prices, minimize access or otherwise manage those expensive older, single customers and high-maintenance, low-purchase young females? My point here is that these data are explicit, compelling and undeniable.

Merchandising 11

Merchandising Media Price Cost 11

Harvard Business Review

MAY 1, 2017

The insurance, financial services, dating, and recruitment industries are all interested in the data, and few platforms would have launched or been funded if it weren’t for the prospect of monetizing their users’ personal data, which is the price we pay for anything that’s free.

Media 10

Media Self-aware Emotional Intelligence Analysis 10

Strategy Driven

JUNE 11, 2012

You know and recognize dozens of standard setters in your life – especially if these products or people are amazing and have your undying loyalty and especially if you proactively refer them. And it could also be your own brand loyalty. If you’re not setting the standard, you’re fighting price. Reputation trumps price.

Customer Loyalty 72

Customer Loyalty Loyalty Reputation Seminar 72

Strategy Driven

MARCH 11, 2011

It demanded blind loyalty, hired ISTJ personality types for support and rewarded dogmatic sales types for trading deals. Many deals were put on the books in order to inflate the price of Enron stock, which the insiders sold at peak price levels. Employees pledged blind loyalty to Ken Lay, though few ever had access to him.

Strategic Planning 57

Strategic Planning Committee Golden Handcuff Media 57