Affordable Access

Publisher Website

Customer orientation in business services: Digital's solution-mapping technique: TopwayTM

Authors
Journal
European Management Journal
0263-2373
Publisher
Elsevier
Publication Date
Volume
12
Issue
2
Identifiers
DOI: 10.1016/0263-2373(94)90009-4
Disciplines
  • Communication
  • Physics

Abstract

Abstract Communication technologies and changing customer requirements enhance innovative marketing methods. Companies with expertise in information systems have been among the first to respond. Jamin Karoutchi and Michel Kostecki present the essential concepts and mechanics of TOPway TM — a solution-mapping technique developed by Digital for the marketing of business services. TOPway TM is a methodology for understanding customers needs and for proposing specific solution processes. It is also a framework for positioning services within need segments and for presenting the total solution capabilities of a service producer. Combined with integrated information systems and multimedia technology, TOPway TM is a revolutionary tool for consultative value-selling. Based on a holistic vision integrating people, business and technology it guides communication, decision-making and simplifies the process of controlling the benefits of business relations. TOPway TM belongs to the first generation of technology-based management tools, which help to turn the concepts of customer orientation and networking into reality.

There are no comments yet on this publication. Be the first to share your thoughts.