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How to Sell Services More Profitably
Reinartz, Werner; Ulaga, WolfgangArtículo HBS-R0805F-EDirección estratégicaThis article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. When products become commodities, manufacturing companies may seek to differentiate themselves with value-added services - a potentially profitable strategy. Unfortunately, companies often stumble in the effort. Reinartz and Ulaga conducted in-depth studies of 18 l...Desde 8,20 €
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cómo vender servicios más rentablemente
Reinartz, Werner; Ulaga, WolfgangArtículo HBS-R0805FDirección estratégicaEste artículo incluye una vista previa de una página que resume rápidamente las ideas clave y proporciona una visión general de cómo los conceptos funcionan en la práctica, junto con sugerencias para la lectura adicional. Cuando los productos se convierten en mercancías, las empresas de fabricación pueden tratar de diferenciarse con servicios de valor añadido - una estrategia potencialmente rentable. Por desgracia, las empresas a menudo tropiezan...Desde 8,20 €
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Lemonade: Delighting Insurance Customers with AI and Behavioural Economics - A Disruptive InsurTech Business Model for Outstanding Customer Experience and Cost-Effective Service Excellence (Spanish)
Ulaga, Wolfgang; Carmon, Ziv; Heely, LauraCaso INSEAD-6597SPMarketingThis case explores InsurTech start-up Lemonade’s disruptive new business model aimed at creating and delivering a ‘shockingly great user experience’ around a ‘lovable brand’ – in an industry plagued by low customer satisfaction. The digital disruptor leverages principles of behavioural economics to address conflicts of interest and mistrust which prevail in the existing industry. It uses digital technologies to automate, accelerate and manage an ...Desde 8,20 €
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Lemonade: Delighting Insurance Customers with AI and Behavioural Economics - A Disruptive InsurTech Business Model for Outstanding Customer Experience and Cost-Effective Service Excellence (Portuguese)
Heely, Laura; Ulaga, Wolfgang; Carmon,ZivCaso INSEAD-6597P-PBAnálisis de decisionesThis case explores InsurTech start-up Lemonade’s disruptive new business model aimed at creating and delivering a ‘shockingly great user experience’ around a ‘lovable brand’ – in an industry plagued by low customer satisfaction. The digital disruptor leverages principles of behavioural economics to address conflicts of interest and mistrust which prevail in the existing industry. It uses digital technologies to automate, accelerate and manage an ...Desde 8,20 €