{"product_id":"the-wallet-allocation-rule-winning-the-battle-for-share-hardcover","title":"The Wallet Allocation Rule: Winning the Battle for Share - Hardcover","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eTimothy L. Keiningham\u003c\/b\u003e (Author), \u003cb\u003eLerzan Aksoy\u003c\/b\u003e (Author), \u003cb\u003eLuke Williams\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003cb\u003eCustomer Loyalty Isn't Enough--Grow Your Share of Wallet\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe Wallet Allocation Rule\u003c\/i\u003e is a revolutionary, definitive guide for winning the battle for share of customers' hearts, minds, and wallets. Backed by rock-solid science published in the \u003ci\u003eHarvard Business Review\u003c\/i\u003e and \u003ci\u003eMIT Sloan Management Review\u003c\/i\u003e, this landmark book introduces a new and rigorously tested approach--the Wallet Allocation Rule--that is proven to link to the most important measure of customer loyalty: share of wallet.\u003c\/p\u003e \u003cp\u003eCompanies currently spend billions of dollars each year measuring and managing metrics like customer satisfaction and Net Promoter Score (NPS) to improve customer loyalty. These metrics, however, have almost no correlation to share of wallet. As a result, the returns on investments designed to improve the customer experience are frequently near zero, even negative.\u003c\/p\u003e \u003cp\u003eWith \u003ci\u003eThe Wallet Allocation Rule\u003c\/i\u003e, managers finally have the missing link to business growth within their grasp--the ability to link their existing metrics to the share of spending that customers allocate to their brands.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eLearn why improving satisfaction (or NPS) does not improve share.\u003c\/li\u003e \u003cli\u003eApply the Wallet Allocation Rule to discover what really drives customer spending.\u003c\/li\u003e \u003cli\u003eUncover new metrics that really matter to achieve growth.\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eBy applying the Wallet Allocation Rule, managers get real insight into the money they currently get from their customers, the money available to be earned by them, and what it takes to get it. \u003ci\u003eThe Wallet Allocation Rule\u003c\/i\u003e provides managers with a blueprint for sustainable long-term growth.\u003c\/p\u003e\u003ch3\u003eFront Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eCustomer satisfaction, Net Promoter Score (NPS), likelihood to recommend--today's businesses pour millions into metrics for tracking and analyzing these so-called leading indicators of business growth. But what if increases in these customer loyalty metrics do not translate into growth? An outside-the-box question, and precisely the one that the authors of \u003ci\u003eThe Wallet Allocation Rule\u003c\/i\u003e sought to answer in their landmark research, originally published in the \u003ci\u003eHarvard Business Review\u003c\/i\u003e and the \u003ci\u003eMIT Sloan Management Review\u003c\/i\u003e. The results have already made waves in the business community. It turns out that not only is investing in customer satisfaction and NPS not enough, such investments frequently lead to negligible or even negative returns.\u003c\/p\u003e \u003cp\u003eSatisfaction is useless if it fails to translate into better business performance. \u003ci\u003eThe Wallet Allocation Rule\u003c\/i\u003e lays out the first systematic approach for linking to what really matters--share of wallet (i.e., the percentage of spending in a category that customers allocate to particular brands). This is a crucial step for translating popular metrics like satisfaction and NPS into increased profitability and market share. Best of all, the Wallet Allocation Rule is extremely simple to use. Executives and managers can accurately calculate how much of their customers' money is going into competitors' pockets. Using the Quick Start Guide and other resources in this book, readers can start to invest in customer experience management initiatives that will shift customer spending habits in the right direction.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe Wallet Allocation Rule\u003c\/i\u003e is based on rock-solid science. It has been rigorously tested across cultures and industries. It works! Moreover, the science is clear with regard to satisfaction and NPS--there is no managerially relevant correlation between customer satisfaction or NPS and share of wallet. Now, thanks to \u003ci\u003eThe Wallet Allocation Rule\u003c\/i\u003e, businesses can concentrate on strategies that are proven to yield results.\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eCustomer satisfaction, Net Promoter Score (NPS), likelihood to recommend--today's businesses pour millions into metrics for tracking and analyzing these so-called leading indicators of business growth. But what if increases in these customer loyalty metrics do not translate into growth? An outside-the-box question, and precisely the one that the authors of \u003ci\u003eThe Wallet Allocation Rule\u003c\/i\u003e sought to answer in their landmark research, originally published in the \u003ci\u003eHarvard Business Review\u003c\/i\u003e and the \u003ci\u003eMIT Sloan Management Review\u003c\/i\u003e. The results have already made waves in the business community. It turns out that not only is investing in customer satisfaction and NPS not enough, such investments frequently lead to negligible or even negative returns.\u003c\/p\u003e \u003cp\u003e Satisfaction is useless if it fails to translate into better business performance. \u003ci\u003eThe Wallet Allocation Rule\u003c\/i\u003e lays out the first systematic approach for linking to what really matters--share of wallet (i.e., the percentage of spending in a category that customers allocate to particular brands). This is a crucial step for translating popular metrics like satisfaction and NPS into increased profitability and market share. Best of all, the Wallet Allocation Rule is extremely simple to use. Executives and managers can accurately calculate how much of their customers' money is going into competitors' pockets. Using the Quick Start Guide and other resources in this book, readers can start to invest in customer experience management initiatives that will shift customer spending habits in the right direction. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe Wallet Allocation Rule\u003c\/i\u003e is based on rock-solid science. It has been rigorously tested across cultures and industries. It works! Moreover, the science is clear with regard to satisfaction and NPS--there is no managerially relevant correlation between customer satisfaction or NPS and share of wallet. Now, thanks to \u003ci\u003eThe Wallet Allocation Rule\u003c\/i\u003e, businesses can concentrate on strategies that are proven to yield results.\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eTIMOTHY KEININGHAM\u003c\/b\u003e is Global Chief Strategy Officer at Ipsos Loyalty, a professional services firm dedicated exclusively to customer experience, satisfaction, and loyalty.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eLERZAN AKSOY\u003c\/b\u003e is Professor of Marketing at Fordham University Schools of Business. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eLUKE WILLIAMS\u003c\/b\u003e is Vice President at Ipsos Loyalty, where he leads the day-to-day activity of large-scale research engagements. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eALEXANDER BUOYE\u003c\/b\u003e is Assistant Professor of Marketing at Fordham University Schools of Business.\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 240\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.7 x 9.3 x 6.3 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e February 09, 2015\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":52478822351155,"sku":"9781119037316","price":26.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0300\/5595\/6612\/files\/TmhYNTcrREJyS0QxcDg0YXpkRjBXdz09.webp?v=1759661899","url":"https:\/\/www.vysn.com\/products\/the-wallet-allocation-rule-winning-the-battle-for-share-hardcover","provider":"VYSN","version":"1.0","type":"link"}