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	<title>Return on Behavior Magazine &#187; Customer Value</title>
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	<link>http://www.returnonbehavior.com</link>
	<description>Home for marketing and customer service professionals who go that extra mile for knowledge</description>
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		<title>Achieving more value with less</title>
		<link>http://www.returnonbehavior.com/achieving-more-value-with-less-2/</link>
		<comments>http://www.returnonbehavior.com/achieving-more-value-with-less-2/#comments</comments>
		<pubDate>Fri, 21 May 2010 09:06:21 +0000</pubDate>
		<dc:creator>Elisabeth Goodman</dc:creator>
				<category><![CDATA[Edition 23]]></category>
		<category><![CDATA[Bain]]></category>
		<category><![CDATA[Bob Whitman]]></category>
		<category><![CDATA[Breck]]></category>
		<category><![CDATA[Conversations With People]]></category>
		<category><![CDATA[Customer Experience]]></category>
		<category><![CDATA[Customer Loyalty]]></category>
		<category><![CDATA[Customer Satisfaction]]></category>
		<category><![CDATA[Customer Value]]></category>
		<category><![CDATA[Distractions]]></category>
		<category><![CDATA[Employee Loyalty]]></category>
		<category><![CDATA[Empowerment]]></category>
		<category><![CDATA[Goodman]]></category>
		<category><![CDATA[Intelligent Approach]]></category>
		<category><![CDATA[Keeping Score]]></category>
		<category><![CDATA[Piling]]></category>
		<category><![CDATA[Predictable Results]]></category>
		<category><![CDATA[Process Improvement]]></category>
		<category><![CDATA[Senior Executives]]></category>
		<category><![CDATA[Stephen R Covey]]></category>
		<category><![CDATA[Unpredictable Times]]></category>

		<guid isPermaLink="false">http://www.returnonbehavior.com/?p=2124</guid>
		<description><![CDATA[Author and Consultant Elisabeth Goodman looks at how you can achieve customer and employee loyalty by taking an intelligent approach to your organisational resources.
As Stephen R. Covey, Bob Whitman and Breck England point out, in their one-hundred-and-ten page “Predictable results in unpredictable times”1: “in bad times, the distractions are more severe than ever… As people [...]]]></description>
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		<item>
		<title>Achieving more value with less</title>
		<link>http://www.returnonbehavior.com/achieving-more-value-with-less/</link>
		<comments>http://www.returnonbehavior.com/achieving-more-value-with-less/#comments</comments>
		<pubDate>Mon, 26 Apr 2010 11:07:41 +0000</pubDate>
		<dc:creator>Elisabeth Goodman</dc:creator>
				<category><![CDATA[Edition 22]]></category>
		<category><![CDATA[Bain]]></category>
		<category><![CDATA[Bob Whitman]]></category>
		<category><![CDATA[Breck]]></category>
		<category><![CDATA[Complexity]]></category>
		<category><![CDATA[Conversations With People]]></category>
		<category><![CDATA[Cust]]></category>
		<category><![CDATA[Customer Experience]]></category>
		<category><![CDATA[Customer Loyalty]]></category>
		<category><![CDATA[Customer Satisfaction]]></category>
		<category><![CDATA[Customer Value]]></category>
		<category><![CDATA[Distractions]]></category>
		<category><![CDATA[Elisabeth]]></category>
		<category><![CDATA[Employee Loyalty]]></category>
		<category><![CDATA[Empowerment]]></category>
		<category><![CDATA[Existing Customers]]></category>
		<category><![CDATA[Goodman]]></category>
		<category><![CDATA[Intelligent Approach]]></category>
		<category><![CDATA[Keeping Score]]></category>
		<category><![CDATA[Piling]]></category>
		<category><![CDATA[Predictable Results]]></category>
		<category><![CDATA[Process Improvement]]></category>
		<category><![CDATA[Senior Executives]]></category>
		<category><![CDATA[Stephen R Covey]]></category>
		<category><![CDATA[Survivors]]></category>
		<category><![CDATA[Unpredictable Times]]></category>

		<guid isPermaLink="false">http://www.returnonbehavior.com/?p=2084</guid>
		<description><![CDATA[Author and Consultant Elisabeth Goodman looks at how you can achieve customer and employee loyalty by taking an intelligent approach to your organisational resources.
As Stephen R. Covey, Bob Whitman and Breck England point out, in their one-hundred-and-ten page “Predictable results in unpredictable times”1: “in bad times, the distractions are more severe than ever… As people [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Study finds word-of-mouth&#8217;s impact on loyalty</title>
		<link>http://www.returnonbehavior.com/study-finds-word-of-mouths-impact-on-loyalty-2/</link>
		<comments>http://www.returnonbehavior.com/study-finds-word-of-mouths-impact-on-loyalty-2/#comments</comments>
		<pubDate>Sun, 27 Sep 2009 19:52:40 +0000</pubDate>
		<dc:creator>TheWiseMarketer.com published by Pete Clark</dc:creator>
				<category><![CDATA[Edition 16]]></category>
		<category><![CDATA[B2c]]></category>
		<category><![CDATA[Behaviours]]></category>
		<category><![CDATA[Bottom Line]]></category>
		<category><![CDATA[Customer Experiences]]></category>
		<category><![CDATA[Customer Loyalty]]></category>
		<category><![CDATA[Customer Value]]></category>
		<category><![CDATA[Detractor]]></category>
		<category><![CDATA[Detractors]]></category>
		<category><![CDATA[Economic Climate]]></category>
		<category><![CDATA[Economic Framework]]></category>
		<category><![CDATA[Financial Impact]]></category>
		<category><![CDATA[Methodology]]></category>
		<category><![CDATA[Negative Word]]></category>
		<category><![CDATA[Net Promoter]]></category>
		<category><![CDATA[New Business]]></category>
		<category><![CDATA[Period Of Time]]></category>
		<category><![CDATA[Promoters]]></category>
		<category><![CDATA[Referral]]></category>
		<category><![CDATA[Referrals]]></category>
		<category><![CDATA[Word Of Mouth]]></category>

		<guid isPermaLink="false">http://returnonbehaviormagazine.com.previewdns.com/?p=820</guid>
		<description><![CDATA[In an unfavourable economic climate, companies must focus more than ever on superior customer experiences. 

Retaining customers and create positive word-of-mouth (WoM), according to the findings of a Net Promoter-based study into the B2C wireless market by Satmetrix.
The study examined the financial impact of both positive and negative WoM, and highlighted the impact that customer [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Study finds word-of-mouth&#8217;s impact on loyalty</title>
		<link>http://www.returnonbehavior.com/study-finds-word-of-mouths-impact-on-loyalty/</link>
		<comments>http://www.returnonbehavior.com/study-finds-word-of-mouths-impact-on-loyalty/#comments</comments>
		<pubDate>Sun, 27 Sep 2009 19:30:22 +0000</pubDate>
		<dc:creator>TheWiseMarketer.com published by Pete Clark</dc:creator>
				<category><![CDATA[Edition 15]]></category>
		<category><![CDATA[B2c]]></category>
		<category><![CDATA[Behaviours]]></category>
		<category><![CDATA[Bottom Line]]></category>
		<category><![CDATA[Customer Experiences]]></category>
		<category><![CDATA[Customer Loyalty]]></category>
		<category><![CDATA[Customer Value]]></category>
		<category><![CDATA[Detractor]]></category>
		<category><![CDATA[Detractors]]></category>
		<category><![CDATA[Economic Climate]]></category>
		<category><![CDATA[Economic Framework]]></category>
		<category><![CDATA[Financial Impact]]></category>
		<category><![CDATA[Methodology]]></category>
		<category><![CDATA[Negative Word]]></category>
		<category><![CDATA[Net Promoter]]></category>
		<category><![CDATA[New Business]]></category>
		<category><![CDATA[Period Of Time]]></category>
		<category><![CDATA[Promoters]]></category>
		<category><![CDATA[Quot]]></category>
		<category><![CDATA[Referral]]></category>
		<category><![CDATA[Referrals]]></category>
		<category><![CDATA[Satmetrix]]></category>
		<category><![CDATA[Word Of Mouth]]></category>

		<guid isPermaLink="false">http://returnonbehaviormagazine.com.previewdns.com/?p=776</guid>
		<description><![CDATA[In an unfavourable economic climate, companies must focus more than ever on superior customer experiences that retain customers and create positive word-of-mouth (WoM), according to the findings of a Net Promoter-based study into the B2C wireless market by Satmetrix.
The study examined the financial impact of both positive and negative WoM, and highlighted the impact that [...]]]></description>
		<wfw:commentRss>http://www.returnonbehavior.com/study-finds-word-of-mouths-impact-on-loyalty/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Customer Expectations vs. Customer Needs</title>
		<link>http://www.returnonbehavior.com/customer-expectations-vs-customer-needs-2/</link>
		<comments>http://www.returnonbehavior.com/customer-expectations-vs-customer-needs-2/#comments</comments>
		<pubDate>Sat, 26 Sep 2009 15:48:56 +0000</pubDate>
		<dc:creator>Ray Miller</dc:creator>
				<category><![CDATA[Edition 13]]></category>
		<category><![CDATA[Bell Curve]]></category>
		<category><![CDATA[Benjamin Schneider]]></category>
		<category><![CDATA[Customer Delight]]></category>
		<category><![CDATA[Customer Expectations]]></category>
		<category><![CDATA[Customer Loyalty]]></category>
		<category><![CDATA[Customer Value]]></category>
		<category><![CDATA[David E Bowen]]></category>
		<category><![CDATA[First Time Every Time]]></category>
		<category><![CDATA[Gas Station]]></category>
		<category><![CDATA[Impress]]></category>
		<category><![CDATA[Median]]></category>
		<category><![CDATA[Outrage]]></category>
		<category><![CDATA[Perceptions]]></category>
		<category><![CDATA[Prof David]]></category>
		<category><![CDATA[Quality Of Service]]></category>
		<category><![CDATA[Quality Product]]></category>
		<category><![CDATA[Ray Miller]]></category>
		<category><![CDATA[Self Service]]></category>
		<category><![CDATA[Service Delivery]]></category>
		<category><![CDATA[Service Expectations]]></category>
		<category><![CDATA[Stellar Service]]></category>

		<guid isPermaLink="false">http://returnonbehaviormagazine.com.previewdns.com/?p=708</guid>
		<description><![CDATA[The first rule of stellar service delivery is: Service is all about  expectations..
You buy a product; you expect it to work the first  time. You go to a discount supplier, you expect the quality to be less than  the high end dealer, but you still expect what you buy to work, first [...]]]></description>
		<wfw:commentRss>http://www.returnonbehavior.com/customer-expectations-vs-customer-needs-2/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Customer Expectations vs. Customer Needs</title>
		<link>http://www.returnonbehavior.com/customer-expectations-vs-customer-needs/</link>
		<comments>http://www.returnonbehavior.com/customer-expectations-vs-customer-needs/#comments</comments>
		<pubDate>Sat, 26 Sep 2009 15:22:52 +0000</pubDate>
		<dc:creator>Ray Miller</dc:creator>
				<category><![CDATA[Edition 12]]></category>
		<category><![CDATA[Customer Expectations]]></category>
		<category><![CDATA[Customer Loyalty]]></category>
		<category><![CDATA[Customer Relationship]]></category>
		<category><![CDATA[Customer Value]]></category>
		<category><![CDATA[First Time Every Time]]></category>
		<category><![CDATA[Gas Station]]></category>
		<category><![CDATA[Impress]]></category>
		<category><![CDATA[Last Time]]></category>
		<category><![CDATA[Perceptions]]></category>
		<category><![CDATA[Quality Product]]></category>
		<category><![CDATA[Ray Miller]]></category>
		<category><![CDATA[Self Service]]></category>
		<category><![CDATA[Service Delivery]]></category>
		<category><![CDATA[Service Expectations]]></category>
		<category><![CDATA[Service Gas]]></category>
		<category><![CDATA[Stellar Service]]></category>

		<guid isPermaLink="false">http://returnonbehaviormagazine.com.previewdns.com/?p=661</guid>
		<description><![CDATA[The first rule of stellar service delivery is: Service is all about  expectations..

You buy a product; you expect it to work the first  time. You go to a discount supplier, you expect the quality to be less than  the high end dealer, but you still expect what you buy to work, first [...]]]></description>
		<wfw:commentRss>http://www.returnonbehavior.com/customer-expectations-vs-customer-needs/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Barring &#8220;Unknown Unknowns,&#8221; 2008 Will Be the Year of Customer Valuation</title>
		<link>http://www.returnonbehavior.com/barring-unknown-unknowns-2008-will-be-the-year-of-customer-valuation/</link>
		<comments>http://www.returnonbehavior.com/barring-unknown-unknowns-2008-will-be-the-year-of-customer-valuation/#comments</comments>
		<pubDate>Sat, 26 Sep 2009 11:37:59 +0000</pubDate>
		<dc:creator>Graham Hill</dc:creator>
				<category><![CDATA[Edition 07]]></category>
		<category><![CDATA[Accounting Systems]]></category>
		<category><![CDATA[Clv]]></category>
		<category><![CDATA[Cmo Council]]></category>
		<category><![CDATA[Crystal Ball]]></category>
		<category><![CDATA[Current Trends]]></category>
		<category><![CDATA[Customer Lifetime Value]]></category>
		<category><![CDATA[Customer Management]]></category>
		<category><![CDATA[Customer Value]]></category>
		<category><![CDATA[Defense Secretary Donald Rumsfeld]]></category>
		<category><![CDATA[Donald Rumsfeld]]></category>
		<category><![CDATA[Extrapolation]]></category>
		<category><![CDATA[Management Accounting]]></category>
		<category><![CDATA[Management Tool]]></category>
		<category><![CDATA[Outlook Report]]></category>
		<category><![CDATA[Product Focus]]></category>
		<category><![CDATA[Risk Risk]]></category>
		<category><![CDATA[Self Interest]]></category>
		<category><![CDATA[Steady Progress]]></category>
		<category><![CDATA[Sum Total]]></category>
		<category><![CDATA[Value Customer]]></category>

		<guid isPermaLink="false">http://returnonbehaviormagazine.com.previewdns.com/?p=474</guid>
		<description><![CDATA[Customer valuation has traditionally been a tantalizing customer management tool—full of untapped promise. This will be the year it comes into its own, I predict.
Of course, making predictions is a lot harder than you might think. It&#8217;s not the extrapolation of current trends that&#8217;s so difficult. That&#8217;s quite easy, No, it&#8217;s spotting the trends that [...]]]></description>
		<wfw:commentRss>http://www.returnonbehavior.com/barring-unknown-unknowns-2008-will-be-the-year-of-customer-valuation/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Creating and Feeding the Customer Management Strategy</title>
		<link>http://www.returnonbehavior.com/creating-and-feeding-the-customer-management-strategy/</link>
		<comments>http://www.returnonbehavior.com/creating-and-feeding-the-customer-management-strategy/#comments</comments>
		<pubDate>Sat, 26 Sep 2009 09:58:12 +0000</pubDate>
		<dc:creator>Doug Leather</dc:creator>
				<category><![CDATA[Edition 05]]></category>
		<category><![CDATA[Assessment Tool]]></category>
		<category><![CDATA[Benchmarking]]></category>
		<category><![CDATA[Business Value]]></category>
		<category><![CDATA[Capabilities]]></category>
		<category><![CDATA[Competence Management]]></category>
		<category><![CDATA[Conversations]]></category>
		<category><![CDATA[Current]]></category>
		<category><![CDATA[Customer Focus]]></category>
		<category><![CDATA[Customer Management]]></category>
		<category><![CDATA[Customer Value]]></category>
		<category><![CDATA[Discovery]]></category>
		<category><![CDATA[Evaluation Session]]></category>
		<category><![CDATA[Implication]]></category>
		<category><![CDATA[Insights]]></category>
		<category><![CDATA[Logic]]></category>
		<category><![CDATA[Management Assessment]]></category>
		<category><![CDATA[Management Strategy]]></category>
		<category><![CDATA[Nature]]></category>
		<category><![CDATA[Organisa]]></category>
		<category><![CDATA[Own Destiny]]></category>
		<category><![CDATA[Prospective Customers]]></category>
		<category><![CDATA[Rewards]]></category>
		<category><![CDATA[Value Chain]]></category>

		<guid isPermaLink="false">http://returnonbehaviormagazine.com.previewdns.com/?p=391</guid>
		<description><![CDATA[Businesses stand to reap massive rewards by regularly reviewing strategies that enable them to  create value for their customers.
This, by implication, requires employees to have a keen understanding of the actual and potential nature and value of existing and prospective customers.
Understand your current reality
It is crucial, before even attempting to develop a customer management strategy, [...]]]></description>
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