section 1. Customer value : the building blocks -- section 2. Designing a successful customer strategy -- section 3. Excelling in the marketspace -- section 5. Retaining customers : analysis and strategy -- section 5. Customer value case studies.

Purpose – The purpose of this paper is to assess customers' perceived value of professional services and how this influences satisfaction, loyalty and ultimately retention. Design/methodology/approach – A survey is conducted among professional service providers in the Tampa Bay, Florida...

Purpose – Sound target marketing leads to winning business strategies. While market segmentation is an intriguing academic concept, most B2B practitioners struggle with the design and implementation of such initiatives. This paper aims to illustrate an effective strategic segmentation process...