The Customer Has Escaped - Customers have become expert at poaching value from distribution channels: They take advantage of the information and support that come free with the expensive channels, then buy from the cheap ones. Base your go-to-market strategy on that behavior and you'll be able to retain your customers' business and maintain your profitability.
| Year of publication: |
2003
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|---|---|
| Authors: | Nunes, Paul F. ; Cespedes, Frank V. |
| Published in: |
Harvard business review : HBR. - Boston, Mass : Harvard Business School Publ. Corp, ISSN 0017-8012, ZDB-ID 23826. - 2003, p. 96-105
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