{"product_id":"the-ends-game-isbn-9780262542777","title":"The Ends Game","description":"\u003cb\u003eHow companies like Dollar Shave Club and Rent the Runway rewrite the rules of commerce by pursuing outcomes rather than products and services.\u003c\/b\u003e\u003cbr\u003e \u003cb\u003e \u003c\/b\u003e\u003cbr\u003e \u003cb\u003eThe seventh book in the Management on the Cutting Edge series—for business professionals looking to do deliver excellent customer service while maximizing value and revenue. \u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e Would you rather pay for healthcare or for better health? For school or education? For groceries or nutrition? A car or transportation? A theater performance or entertainment? In \u003ci\u003eThe Ends Game\u003c\/i\u003e, Marco Bertini and Oded Koenigsberg describe how some firms are rewriting the rules of commerce: instead of selling the “means” (their products and services), they adopt innovative revenue models to pursue “ends” (actual outcomes). They examine companies such as:\u003cbr\u003e  \u003cbr\u003e • Dollar Shave Club\u003cbr\u003e • Rent the Runway\u003cbr\u003e • Netflix\u003cbr\u003e • Spotify\u003cbr\u003e • Michelin\u003cbr\u003e • Adobe\u003cbr\u003e • Pearson\u003cbr\u003e • And many more!\u003cbr\u003e  \u003cbr\u003e They show that paying by the pill, semester, food item, vehicle, or show does not necessarily reflect the value that customers actually derive from their purchases. Revenue models anchored on the ownership of products, they argue, are patently inferior.Series Foreword ix \u003cbr\u003ePreface xi \u003cbr\u003eIntroduction: From Promises to Proof 1 \u003cbr\u003eI Context \u003cbr\u003e1 Unfinished Business 13 \u003cbr\u003e2 Beyond Needs and Journeys 25 \u003cbr\u003e3 Leaner Commerce 37 \u003cbr\u003eII Models \u003cbr\u003e4 Shaving, Rocking Out, and Looking Fabulous 47 \u003cbr\u003e5 Flying Hours, Wash Cycles, and Miles Driven 61 \u003cbr\u003e6 Laughter, Rocks, and Quality of Life 77 \u003cbr\u003eIII Action \u003cbr\u003e7 Committing to Outcomes 91 \u003cbr\u003e8 Breaking the Quality Paradox 101 \u003cbr\u003e9 Getting Up Close and Personal 111 \u003cbr\u003e10 Partnering with Customers 119 \u003cbr\u003e11 Making Your Move 131 \u003cbr\u003eNotes 143 \u003cbr\u003eIndex 165Marco Bertini is Associate Professor of Marketing at Esade—Universitat Ramon Llula. Oded Koenigsberg is Professor of Marketing and Deputy Dean at London Business School.","brand":"The MIT Press","offers":[{"title":"Default Title","offer_id":46299916959973,"sku":"NP9780262542777","price":19.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780262542777.jpg?v=1767739187","url":"https:\/\/k12savings.com\/products\/the-ends-game-isbn-9780262542777","provider":"K12savings","version":"1.0","type":"link"}