ADMS 4255 Study Guide - Midterm Guide: Vulcan (Star Trek), Pareto Principle, Upselling
27 Nov 2017
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It is clear that the traditional marketing principles that focused on standard products, pricing, promotion and distribution for mass markets and market segments is much less important today than was once the case. The importance of marketing has eroded because the nature of markets has changed. 3- definition: what is crm / by rogers. An enterprise wide business strategy for achieving customer-specific objectives by taking customer-specific actions. 4- get, keep, grow model (how to get keep grow) Grow: upsell additional products in a solution g- urrc. 5- trust is not negotiable slide 88, and 114 you can"t have trust with whom doesn"t have trust. Trust is the confidence one party has in another"s: reliability, durability. The person who trusts believes that the other"s actions are in the best interests of and will produce positive outcomes for the trusting party. Interdependence: shared values, quality communication, nonopportunistic behaviour. 6- idic model (identify, differentiate, interact, customize) << few questions.
