Under pressure to keep costs down, customers may only look at price and not listen to your sales pitch. Help them understand—and believe in—the superior value of your offerings. by James C. Anderson, ...

Frictionless transactions, visibility and traditional convenience are top drivers of the customer value proposition. The retailers ranking in the top 13 (first tercile) include a mix of national and ...

Groupon's efforts to maintain a quality deal inventory have fallen short. Groupon's value proposition is clear for consumers but weak for merchants, who face high costs and limited benefits from the ...