Research Catalog

Title

The wallet allocation rule : winning the battle for share / Timothy Keiningham, Lerzan Aksoy, Luke Williams with Alexander Buoye.

Author

Keiningham, Timothy L.

Publication

Hoboken, New Jersey : Wiley, [2015]

Supplementary Content

Cover image

Items in the Library & Off-site

Details

Additional Authors

• Aksoy, Lerzan
• Williams, Luke (Writer on marketing)
• Buoye, Alexander

Description

xx, 218 pages : illustrations; 24 cm

Summary

"Customer Loyalty Isn't Enough--Grow Your Share of WalletThe Wallet Allocation Rule is a revolutionary, definitive guide for winning the battle for share of customers' hearts, minds, and wallets. Backed by rock-solid science published in the Harvard Business Review and MIT Sloan Management Review, this landmark book introduces a new and rigorously tested approach--the Wallet Allocation Rule--that is proven to link to the most important measure of customer loyalty: share of wallet.Companies currently spend billions of dollars each year measuring and managing metrics like customer satisfaction and Net Promoter Score (NPS) to improve customer loyalty. These metrics, however, have almost no correlation to share of wallet. As a result, the returns on investments designed to improve the customer experience are frequently near zero, even negative. With The Wallet Allocation Rule, managers finally have the missing link to business growth within their grasp--the ability to link their existing metrics to the share of spending that customers allocate to their brands. Learn why improving satisfaction (or NPS) does not improve share. Apply the Wallet Allocation Rule to discover what really drives customer spending. Uncover new metrics that really matter to achieve growth. By applying the Wallet Allocation Rule, managers get real insight into the money they currently get from their customers, the money available to be earned by them, and what it takes to get it. The Wallet Allocation Rule provides managers with a blueprint for sustainable long-term growth"--

Subjects

• Customer loyalty
• BUSINESS & ECONOMICS > Marketing > General
• Consumer behavior
• BUSINESS & ECONOMICS > Customer Relations
• BUSINESS & ECONOMICS > Consumer Behavior
• Customer relations > Management

Bibliography (note)

• Includes bibliographical references and index.

Contents

It's "Oh my God!" bad -- Eureka! the discovery of the Wallet Allocation Rule -- The Wallet Allocation Rule in action -- Customers as assets -- New metrics that matter for growth -- Making it happen -- Afterword: What's next?

Call Number

JBE 17-665

ISBN

• 9781119037316
• 111903731X

LCCN

2014036989

OCLC

891124989

Author

Keiningham, Timothy L., author.

Title

The wallet allocation rule : winning the battle for share / Timothy Keiningham, Lerzan Aksoy, Luke Williams with Alexander Buoye.

Publisher

Hoboken, New Jersey : Wiley, [2015]

Type of Content

text

Type of Medium

unmediated

Type of Carrier

volume

Bibliography

Includes bibliographical references and index.

Connect to:

Cover image

Added Author

Aksoy, Lerzan, author.

Williams, Luke (Writer on marketing), author.

Buoye, Alexander, author.

Other Form:

Online version: Keiningham, Timothy L. Wallet allocation rule. Hoboken, New Jersey : John Wiley & Sons, Inc., 2015 9781119037309 (DLC) 2015005932

Research Call Number

JBE 17-665