Essay
Consider the five customer value categories discussed in the chapter. To maintain an ideal mix of customers, what strategy should a company apply to each category?
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Q7: The value a customer could create for
Q8: The pharmaceutical industry discovered high referral value
Q9: From the customer's perspective, potential value depends
Q10: The customer-strategy enterprise will focus on growing
Q11: A customer's contributions to an enterprise could
Q12: The net present value of the expected
Q13: How do "super-growth customers" present both pitfall
Q15: A customer's value to the enterprise is
Q16: From the enterprise's perspective, unrealized potential value
Q17: Once we identify customers, a customer-strategy enterprise