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The Eleventh Commandment: Transforming to Own Customers

by Sandra Vandermerwe
RM40.00 MYR
Compare to estimated retail price: RM239.00 MYR  

The item you've got your eye on is secondhand. You probably already know that, but just in case!

The estimated retail price shown next to any listed item represents the first-hand prices we've seen elsewhere, or the estimated original retail price of a comparable item of the same quality, construction and material offered elsewhere in new condition.

The Eleventh Commandment: Transforming to Own Customers
The Eleventh Commandment: Transforming to Own Customers

Winning customers by thinking beyond the sale

This is a smart pick if you enjoy business books that feel practical rather than theoretical. It digs into the shift from chasing one-time buyers to truly understanding long-term users, which still feels strikingly relevant. Readers who like real corporate case studies will appreciate how clearly it shows big companies rethinking loyalty, marketing, and product design.

Note: While we do our best to ensure the accuracy of cover images, ISBNs may at times be reused for different editions of the same title which may hence appear as a different cover.

The Eleventh Commandment: Transforming to Own Customers

by Sandra Vandermerwe
RM40.00 MYR
Compare to estimated retail price: RM239.00 MYR  

The item you've got your eye on is secondhand. You probably already know that, but just in case!

The estimated retail price shown next to any listed item represents the first-hand prices we've seen elsewhere, or the estimated original retail price of a comparable item of the same quality, construction and material offered elsewhere in new condition.

Condition guide

Book Condition Guide

Books in Like New Condition

This book may contain very minor cosmetic defects, but it is in pristine condition. There should be no yellowing, no foxing, no water damage, and no annotations of any kind on the cover and the pages. For paperbacks, there should not be any crease marks on the spine. This book is good as new — lucky you!

*Books may be missing bundle media (e.g. CD, e-book code), if included.

Books in Very Good Condition

This book has been used, but it is still in a clean condition. There should be no foxing or annotations of any kind on the inner pages, but a sparse amount may be present on the cover, title pages, or outside edges of the book. There should be no water damage of any kind. For paperbacks, there may be light crease marks on the spine.

*Books may be missing bundle media (e.g. CD, e-book code), if included.

Books in Good Condition

We do our best to ensure the quality of our books, but there is no escaping the wear and tear that comes with time. Slight foxing and some annotations may be present on the pages and the cover. There should be no water damage of any kind. For paperbacks, there may be several crease marks on the spine.

*Books may be missing bundle media (e.g. CD, e-book code), if included.

Books in Well Read Condition

This is a well-read book, which means that the previous owner probably really enjoyed it! The cover and pages may include moderate foxing and annotations, but the text is not obscured and still readable. Moderate cosmetic defects and minor water damage may be present on the edges of the book. For paperbacks, there may be multiple crease marks on the spine.

*Books may be missing bundle media (e.g. CD, e-book code), if included.

 

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ISBN: 9780471958239
Authors: Sandra Vandermerwe
Publisher: Wiley
Date of Publication: 1996-08-13
Format: Hardcover
Related Collections: Economics, Sociology, Business
Related Topics: Management, Technology
Goodreads rating: 5.0
(rated by 1 readers)

Description

How many of today's leading corporations are successfully winning back old customers? The new purchasing patterns of disenchanted customers and the demise of brand loyalty have compelled many endangered corporate giants to radically alter their thinking about product design and marketing. This book describes how leading companies such as IBM, Nestlé, DuPont, AT&T, and Panasonic have stopped creating products for 'buyers' and have started considering the long-term needs of users. Packed with real-world case studies that demonstrate crucial ideas, tools, and techniques in action at leading firms. Sandra Vandermerwe (London, England) holds a chair in Management at Imperial College London. Her latest book is Tin Soldiers to Russian Dolls.
 

Winning customers by thinking beyond the sale

This is a smart pick if you enjoy business books that feel practical rather than theoretical. It digs into the shift from chasing one-time buyers to truly understanding long-term users, which still feels strikingly relevant. Readers who like real corporate case studies will appreciate how clearly it shows big companies rethinking loyalty, marketing, and product design.

Note: While we do our best to ensure the accuracy of cover images, ISBNs may at times be reused for different editions of the same title which may hence appear as a different cover.