Abstract
This chapter discusses customer-centric management strategies by retailing firms that aims at developing pro-customer strategies through better ways of communicating value propositions and delivering the complete experience to real customers. The discussion in the chapter are woven around learning about customers and experimentation with different segmentations and value propositions that are required to acquire and retain customers in a firm. Customer-retailer relationship gets closer and stronger through the effective information management at both the ends. This chapter shares information, best practices and customer support policies of retailers and manufacturers helps to develop higher quality of customer-centric retail management in the marketplace. It is emphasised in the chapter that in a more competitive situation, the retailers and manufacturers respond more favorably to the customer information sharing initiative.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
Further Reading
Albrinck, J., Hornery, J., Kletter, D., and Neilson, G. (2001), ‘Adventures in corporate venturing’, Strategy and Business, 22(1), 119–29.
Biggadyke, R. (1979), ‘The risky business diversification’, Harvard Business Review, 57(3), 103–11.
Encaoua, D. and Hollander, A. (2002), ‘Competition policy and innovation’, Oxford Review of Economic Policy, 18(1), 63–79.
Gal, M. S. (2003), Competition Policy for Small Market Economies, Harvard University Press, Massachusetts.
Ghemawat, P. (1991), Commitment: The Dynamics of Strategy, Free Press, New York.
Hope, E. (2000), Competition Policy Analysis, Routledge, London.
Mollgaard, H. P. and Overgaard, P. B. (2001), ‘Market transparency and competition policy’, Copenhagen Business School, Department of Economics Working Papers, No. 06–200.
Praytor, F. D. (1989), Small Marketer’s Bible: Basic Marketing and Advertising Intelligence for Business in Non-Metro Markets, CO: Rocky Mountain Research, Durango.
Rajagopal (2009), Information Communication Technologies and Globalization of Retailing Applications, IGI Global, Hershey, PA.
Rajagopal (2010), Consumer Behavior: Global Shifts and Local Effects, Nova Science Publishers Inc., Hauppauge, New York.
Rajagopal (2010), Sales Dynamics: Thinking Outside the Box, Nova Science Publishers Inc., Hauppauge, New York.
Rajagopal and Rajagopal, A. (2011), Product Strategy and Six Sigma: Challenges, Convergence and Competence, Nova Science Publishers Inc., Hauppauge, New York.
Roberts, S. (2004), ‘The role for competition policy in economic development: The South African experience’, Development Southern Africa, 21(1), 227–43.
Shapiro, C. (2002), ‘Competition policy and innovation’, OECD Science Technology and Industry Working Papers, No. 2002/11.
Tushman, M. and Nadler, D. (1986), ‘Organizing for innovation’, California Management Review, 3(1), 73–84.
Author information
Authors and Affiliations
Copyright information
© 2012 Rajagopal
About this chapter
Cite this chapter
Rajagopal (2012). Customer-Centric Business Management. In: Darwinian Fitness in the Global Marketplace. Palgrave Macmillan, London. https://doi.org/10.1057/9781137268334_8
Download citation
DOI: https://doi.org/10.1057/9781137268334_8
Publisher Name: Palgrave Macmillan, London
Print ISBN: 978-1-349-35021-6
Online ISBN: 978-1-137-26833-4
eBook Packages: Palgrave Business & Management CollectionBusiness and Management (R0)