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  • Fall 2020
  • Article
  • MIT Sloan Management Review

Competing on Customer Outcomes

By: Marco Bertini and Oded Koenigsberg
  • Format:Print
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Abstract

Customers ultimately want to pay for meaningful outcomes, not the products and services that presumably deliver them. Today, companies can be increasingly accountable for those outcomes with three kinds of technologically-enhanced revenue models. Adopt one to better align your company’s success with your customers’ satisfaction.

Keywords

Market Positioning; Revenue Strategy; Customer Satisfaction; Marketing Strategy; Business Model; Value Creation

Citation

Bertini, Marco, and Oded Koenigsberg. "Competing on Customer Outcomes." MIT Sloan Management Review 62, no. 1 (Fall 2020).
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About The Author

Marco Bertini

Marketing
→More Publications

More from the Authors

    • February 2021
    • Faculty Research

    HP Instant Ink: (Self) Disrupting the Consumer Printing Market

    By: Elie Ofek and Marco Bertini
    • January 2021
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    Pearson: Efficacy 2.0

    By: Elie Ofek, Marco Bertini, Oded Koenigsberg and James Weber
    • December 2020
    • Journal of Retailing

    Consumer Reactance to Promotional Favors

    By: Marco Bertini and Aylin Aydinli
More from the Authors
  • HP Instant Ink: (Self) Disrupting the Consumer Printing Market By: Elie Ofek and Marco Bertini
  • Pearson: Efficacy 2.0 By: Elie Ofek, Marco Bertini, Oded Koenigsberg and James Weber
  • Consumer Reactance to Promotional Favors By: Marco Bertini and Aylin Aydinli
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