Understanding the process of transitioning to customer value management

Vikalpa

Volumn 31, Issue 2, 2006, Pages 1-28

  Muthuraman, B ^a   Sen, Anand ^a   Gupta, Peeyush ^a   Seshadri, D V R ^b   Narus, James A ^c  

^a TATA STEEL LTD   (India)

^b INDIAN INSTITUTE OF MANAGEMENT BANGALORE   (India)

^c WAKE FOREST UNIVERSITY   (United States)

Author keywords

Business Markets; Commoditization Spiral; Customer Retention; Customer Value Management (CVM); Tata Steel; Value Creation Sharing

Indexed keywords

EID: 84992966816     PISSN: 02560909     EISSN: 23953799     Source Type: Journal    
DOI: 10.1177/0256090920060201     Document Type: Article

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