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Tying Customers to Enterprises

In: Finance: Servant or Deceiver?

Author

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  • Paul H. Dembinski

Abstract

As we have seen, the value of quoted enterprises now depended on all its tangible and intangible assets, the most important of which was its ability to sell, i.e. its customers. Establishing and maintaining lasting relationships with customers, and getting this acknowledged by financial markets, was the main goal of many VLCs. Desperate for loyalty, enterprises unhesitatingly seduced, not to say stalked, customers in an attempt to capture them (or at least their wallets). This was a key aspect of financial value for VLCs which, particularly in developed countries, were faced with saturated markets. A detailed description of the various marketing and management techniques used by VLCs, which have been amply discussed elsewhere, is beyond the scope of this report. No more than a brief outline will be given here, to round off our review of the vehicles of financialization.

Suggested Citation

  • Paul H. Dembinski, 2009. "Tying Customers to Enterprises," Palgrave Macmillan Books, in: Finance: Servant or Deceiver?, chapter 3, pages 125-131, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-59505-7_9
    DOI: 10.1057/9780230595057_9
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