Term
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Definition
| The hypothetical price for a supplier's offering at which a particular customer would be at overall economic break-even relative to the best alternative available to that customer for performing a set of functions |
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Term
| Indirect Survey Questions |
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Definition
| asking customers about the effect of one or more changes in existing offerings on certain aspects of their needs or problems |
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Term
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Definition
| the price that would make a customer indifferent (e.g. economic breakeven) between continuing to use the current product versus switching to another option |
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Term
Use observations of actual past consumer behavior as a basis for estimating value:
Choice Models |
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Definition
| using past behaviors to infer or estimate the value (or utilities) of product characteristics that might best explain or predict actual behavior |
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Term
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Definition
| using historical customer data to product segments according to customer profitability, amount spent, lifetime value, and so forth |
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Term
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Definition
- Economic Value: Revenue and Flow less Cost-to-serve
- Relationship Value:
- reference
- referral
- learning
- innovation
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