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Wallet Allocation Rule

Timothy L. Keiningham | Lerzan Aksoy | Luke Williams | Alexander J. Buoye
€19.99
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A01=Alexander J. Buoye
A01=Lerzan Aksoy
A01=Luke Williams
A01=Timothy L. Keiningham
Alexander Buoye
Author_Alexander J. Buoye
Author_Lerzan Aksoy
Author_Luke Williams
Author_Timothy L. Keiningham
Category=KJS
customer loyalty
customer relationship
customer satisfaction
driving business growth
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_nobargain
eq_non-fiction
increasing business growth
increasing customer spending
increasing profitability
Ipsos Loyalty
Lerzan Aksoy
Luke Williams
marketing approach
marketing metrics
marketing strategy
marketing theory
modern consumer
modern marketing
practical marketing advice
profitable growth
relevant marketing metrics
The Wallet Allocation Rule: Winning the Battle for Share
Timothy Keiningham
winning market share

Product details

  • ISBN 9781119037316
  • Weight: 431g
  • Dimensions: 158 x 231mm
  • Publication Date: 20 Mar 2015
  • Publisher: John Wiley & Sons Inc
  • Publication City/Country: US
  • Product Form: Hardback
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Description
Customer Loyalty Isn't Enough—Grow Your Share of Wallet

The 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.
About Alexander J. Buoye | Lerzan Aksoy | Luke Williams | Timothy L. Keiningham

TIMOTHY KEININGHAM is Global Chief Strategy Officer at Ipsos Loyalty, a professional services firm dedicated exclusively to customer experience, satisfaction, and loyalty.

LERZAN AKSOY is Professor of Marketing at Fordham University Schools of Business.

LUKE WILLIAMS is Vice President at Ipsos Loyalty, where he leads the day-to-day activity of large-scale research engagements.

ALEXANDER BUOYE is Assistant Professor of Marketing at Fordham University Schools of Business.

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