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008			050610s2004^^^^ohua^^^^^b^^^^00110^eng^d
020			_a0324202652 _q(hbk.)
040			_aBKL _cBKL _dDLC _dUN@
082	0	4	_a658.812 _bB977h 2004
100	1		_9141315 _aBüschken, Joachim, _d1964- , _eautor
245	1	0	_aHigher profits through customer lock-in : _ba roadmap / _cJoachim Büschken.
264	3	1	_aMason, Ohio : _bThomson, _cc2004.
300			_aviii, 199 páginas : _bilustraciones
336			_atexto _btxt _2rdacontent
337			_ano mediado _bn _2rdamedia
338			_avolumen _bnc _2rdacarrier
504			_aIncluye bibliografía (p. 189-192)
505	0		_aGetting out of the customer satisfaction trap -- Customer lock-in in action -- The economics of switching costs : where´s the beef? -- Who wins the game? -- Changes to buying behavior -- The new approach to market segmentation -- Motivate and enable brand-specific learning -- Understand and seek contractual lock-in -- Loyalty rewards, but better beware! -- Innovate for technological lock-in -- Creating switching costs through the customer-supplier relationship -- Creating switching costs : a synopsis -- Differentiating the strategy -- Converting switching costs into price premiums -- Leveraging customer switching costs through new product development -- Dealer support for your lock-in strategy -- Addressing customers´ risk in communication -- Monitoring the contribution of customer lock-in -- Organizational imperatives for the customer lock-in strategy -- An outlook on lock-in strategy.
650	1	4	_972754 _aRelaciones con los clientes.
650	1	4	_98276 _aServicio al cliente.
942			_2ddc _cGEN
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