Customer Value-centered Management : Understanding and Leveraging Value-to-Value, Pricing, Big Data, and Controlling - Andreas Kramer

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Customer Value-centered Management

Understanding and Leveraging Value-to-Value, Pricing, Big Data, and Controlling

By: Andreas Kramer, Thomas Burgartz, Christina Muzzu

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Hardcover | 20 August 2025

At a Glance

Hardcover
372 Pages

Dimensions(cm)
23.5 x 15.5 x 2.24

Hardcover

$139.75

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This book explores Customer Value-centered Management as a modern corporate approach, emphasizing its dual nature: data-driven yet comprehensive. Facing heightened time pressure and uncertainty, management grapples with decision-making challenges amidst VUCA conditions. While complexity rises, tools like big data and AI offer decision-making solutions. Customer centricity, epitomized by Amazon's success, emerges as pivotal, with customer value serving as the linchpin in relationship marketing. Authors advocate an integrated "value-to-value segmentation" approach, reconciling customer and company perspectives. They caution against simplistic interpretations of value-based pricing, stressing the need for holistic consideration of customer benefit, pricing, and costs.

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