1 / 12

Value

Value. The Concept. Why does a person buy?. Features & Applications. Problem Solving. Great Deal!. Peer Groups. Self-Image. Pester Power. Which out of these is not VALUE?. N one. Customer =. V alue M aximiser. Marketing =. V alue D elivery. ATTRACT. RETAIN. SATISFY.

xaria
Download Presentation

Value

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Value The Concept

  2. Why does a person buy? Features & Applications Problem Solving Great Deal! Peer Groups Self-Image Pester Power

  3. Which out of these is not VALUE? None

  4. Customer = Value Maximiser

  5. Marketing = Value Delivery

  6. ATTRACT RETAIN SATISFY New Customers New Customers Existing Customers Existing Customers Value Delivery at each stage….

  7. Value Delivery at each stage…. • Value Selection • Ginger Hotels vs. Pringles • Value Creation • Dell Computers (Built-to-Order) • Value Communication • Defining the Value Proposition • Communicating ATTRACT New Customers

  8. BASED on PERCEPTION Value Communication TCB TCC • Product Value • Image Value • Services Value • Personnel Value • Monetary Cost • Time Cost • Energy Cost • Psychic Cost CPV = ---

  9. Value Delivery at each stage…. SATISFY • Expectations (Advt. / WOM / Exp.) • Perceived Performance (Hype) • Value Delivery New Customers Existing Customers

  10. Delighted Loyal +ve WOM + Value Delivered Satisfied Repeat Vulnerable to Comp. + / - - Disappointed Lapse -ve WOM Value Delivery at each stage…. RETAIN Existing Customers

  11. BASED on PERCEPTION Value Enhancement TCB TCC • More Benefits • Brand Building • Easy Access to Prod. • Better Service Support • Lower Price • Quick Billing • Home Delivery • Money Back Offer CPV = ---

More Related