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Demonstrate Product Value

In: The Post-Pandemic Business Playbook

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  • Ofer Mintz

    (University of Technology Sydney)

Abstract

The second principle of the COUNTER COVID customer-centric framework recommends firms to demonstrate product value in their daily interactions with customers. Despite the pandemic’s devastating effect on many customers finances, firms must recognize that customers are not entirely price sensitive. Instead, post-pandemic customers have more demanding expectations about product value. Thus, this chapter provides four customer-centric tactics recommendations for how firms should demonstrate product value (offer financial value, induce trial, provide payment options, and develop product versioning). The chapter provides actionable recommendations for each tactic based on academic research and best industry practices. Further, the chapter includes a diverse set of examples from small and large firms competing in business-to-business and business-to-consumer industries located on six continents.

Suggested Citation

  • Ofer Mintz, 2021. "Demonstrate Product Value," Springer Books, in: The Post-Pandemic Business Playbook, chapter 0, pages 151-178, Springer.
    • Handle: RePEc:spr:sprchp:978-981-16-5868-6_13
    DOI: 10.1007/978-981-16-5868-6_13
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