TY  - BOOK
AU  - Reisman,Richard
TI  - FairPay: adaptively win-win customer relationships 
T2  - Service systems and innovations in business and society collection,
SN  - 9781631574788
AV  - HF5415.5 
PY  - 2016///.]
CY  - New York, New York (222 East 46th Street, New York, NY 10017)
PB  - Business Expert Press
KW  - Customer relations
KW  - Management
KW  - Customer services
KW  - Evaluation
KW  - Customer loyalty
KW  - behavioral economics
KW  - business models
KW  - co-creation
KW  - co-pricing
KW  - customer journeys
KW  - customer relationships
KW  - digital content
KW  - digital media
KW  - digital services
KW  - FairPay
KW  - freemium
KW  - microeconomics
KW  - participative pricing
KW  - paywalls
KW  - pay what you want
KW  - price discrimination
KW  - pricing strategy
KW  - relationship marketing
KW  - reputation
KW  - subscriptions
KW  - value propositions
KW  - [genre]
N1  - Includes bibliographical references (pages 225-228) and index; Part I. The big picture, a new logic --; 1. Introduction, digital disruption and yesterday's logic --; 2. Business overview, part 1: basic concepts, how and why --; 3. Business overview, part 2: rethinking prices --; 4. Brief example: digital content subscription businesses --; 5. Conceptual perspectives --; 6. A top management perspective --; Part II. Applications in industry --; 7. Making it work, operational details, tools, continuous learning and adaptation --; 8. Case study: journalism, newspapers, magazines, video --; 9. Variations: music (and games) --; 10. More variations: app stores, indies, e-books, virality --; 11. FairPay for non-digital services --; 12. FairPay for nonprofit organizations --; 13. FairPay reputation management--databases and platforms --; 14. Learning the new logic, low-risk testing, sweet spots, and continuous adaptation --; 15. Increasing sophistication and variety --; 16. Proving the concept --; Part III. Needs and perspectives --; 17. Practical business comparison to conventional methods --; 18. Customer-hostile value propositions --; 19. Producer/creator perspectives, sustainable value propositions and compensation through the supply chain --; Part IV. Toward a new economics --; 20. Why it works, behavioral economics, psychology, and game theory --; 21. New dimensions of value, customer contributions --; 22. Societal perspectives, markets that center on human values --; 23. Competing on vendor lifetime value --; 24. Taking action, implementation of FairPay --; The FairPay manifesto --; References --; Index; Access restricted to authorized users and institutions; 2; b; Also available in printing
N2  - Businesses everywhere are recognizing the need to be more customer-focused, but struggle to see how. At the same time, our logic and business models for selling digital content and services are recognized as broken. Digital relationships enable services at low cost, but we still focus on discrete transactions in which prices and value propositions are set by sellers in ways that customers often see as exploitive
UR  - https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000525.html
ER  -