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In MMA’s “Great Debate Series” we discuss the growth frameworks of world-renowned academics with leading marketing experts in Germany. In the first of four panels we debate Dr. Peter Fader’s framework. Fader is professor of marketing at the Wharton School of the University of Pennsylvania and a representative of a customer centric approach. Fader operates on the founding belief that marketers must leverage customer lifetime value. He argues marketers generate the best results when they find the customers most likely to buy their product or service — and then finding more of them. Marketers should analyze behavioral data to understand and forecast customer shopping/purchasing activities.
Watch the recording of our panel-discussion to hear what our experts think about this approach and how they define and live customer centricity in their organizations.