The full title of this book by Bradley Gale is
“Managing Customer Value: Creating Quality and Service That Customers Can See“.
In my review posted on Amazon.co.uk, I rated this book as Four Stars. This means I think it is Good and Well Worth Reading.
Here is my book review.
Puts “value” numbers to the idea of differentiation but it has a big company bias
This is a landmark in the development of the concept of customer value as a way to make decisions about differentiation strategies.
While Michael Porter argued that the only ways to gain a competitive advantage were a cost advantage (in effect coming from the supply side) and differentiation advantage (from the demand side), he didn’t provide many practical tools for understanding the customer purchase decision and how companies could differentiate themselves in ways that matter. [continue reading…]
