TY - GEN
T1 - Patterns for Building Customer Relationships in a Pattern Language for Value-Creation Marketing
AU - Iba, Takashi
AU - Masai, Miho
AU - Abe, Yuuri
AU - Kosaka, Yuji
N1 - Funding Information:
We would like to thank all of the interviewees for creating this pattern language. This research was conducted with the support of funding from Japan’s Ministry of Economy, Trade, and Industry. We would like to thank our shepherd, Michael Weiss and Writers’ Workshop members Theo Theunissen, Thomas Epping, Rubem Barbosa-Hughes, and Konomi Munakata for their comments and suggestions for improvement.
Publisher Copyright:
© 2020 ACM.
PY - 2020/7/1
Y1 - 2020/7/1
N2 - In this paper, we present patterns for building customer relationships in a pattern language for value-creation marketing. This pattern language is a collection of practical knowledge to realize successful business and commerce that offers new value, proposes a deeply wonderful life, and shares excitement with customers through products and services with mutual respect, so that sales will naturally increase as an extension of pleasure. This practical knowledge has been nurtured in Japan for about 20 years in a community of practice comprised of approximately 1,500 participating shops and companies. This pattern language consists of a total of 40 patterns; this paper covers 10 patterns related to building customer relationships, namely, Special Existence, Connect at First Meetings, Approach Just Right, Small Self-Presentation, Behave Naturally, Unforgettable Experiences, Connect to Business, Grow Own Style, Keep Enchanting, and Fan Community. These patterns can be categorized into three groups: BEGIN BONDING (beginner level), OFFER EXPERIENCES TO GROW CLOSE (intermediate level), and MOVE FORWARD TOGETHER (advanced level).
AB - In this paper, we present patterns for building customer relationships in a pattern language for value-creation marketing. This pattern language is a collection of practical knowledge to realize successful business and commerce that offers new value, proposes a deeply wonderful life, and shares excitement with customers through products and services with mutual respect, so that sales will naturally increase as an extension of pleasure. This practical knowledge has been nurtured in Japan for about 20 years in a community of practice comprised of approximately 1,500 participating shops and companies. This pattern language consists of a total of 40 patterns; this paper covers 10 patterns related to building customer relationships, namely, Special Existence, Connect at First Meetings, Approach Just Right, Small Self-Presentation, Behave Naturally, Unforgettable Experiences, Connect to Business, Grow Own Style, Keep Enchanting, and Fan Community. These patterns can be categorized into three groups: BEGIN BONDING (beginner level), OFFER EXPERIENCES TO GROW CLOSE (intermediate level), and MOVE FORWARD TOGETHER (advanced level).
KW - Business
KW - Commerce
KW - Customer Relationship
KW - Marketing
KW - Pattern Language
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U2 - 10.1145/3424771.3424820
DO - 10.1145/3424771.3424820
M3 - Conference contribution
AN - SCOPUS:85123043202
T3 - ACM International Conference Proceeding Series
BT - Proceedings of the European Conference on Pattern Languages of Programs 2020, EuroPLoP 2020
PB - Association for Computing Machinery
T2 - 2020 European Conference on Pattern Languages of Programs, EuroPLoP 2020
Y2 - 1 July 2020 through 4 July 2020
ER -