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In an era marked by accessible information technology and rapid globalization, the evolving dynamics between buyers and sellers are often underestimated. Claes Fornell highlights the significant implications for businesses, challenging conventional practices. He outlines strategies for leveraging the growing power of buyers, revealing paradoxes that contrast with current approaches, and showing how businesses and investors can thrive by effectively managing empowered customers. Fornell emphasizes that customers possess insights that Wall Street has yet to grasp. Fornell's American Customer Satisfaction Index (ACSI) serves as a crucial benchmark for understanding consumer perceptions of products. Utilizing data from the ACSI and examples from companies like BestBuy, Dell, and Amazon, he identifies the winners and losers in customer satisfaction. He also provides methods for quantifying and enhancing the financial value of customer relationships, which he refers to as the Customer Asset. With extensive consulting experience across diverse industries, Fornell demonstrates a profound understanding of critical business issues. This work serves as a vital strategic tool for contemporary management, offering essential guidance for maximizing customer assets.
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The Satisfied Customer, Claes Fornell
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- 2007
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