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The Value Effect
Book

The Value Effect

A Murder Mystery About the Compulsive Pursuit of "The Next Big Thing"

John Guaspari
Berrett-Koehler, 2000

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Editorial Rating

8

Qualities

  • Innovative
  • Applicable

Recommendation

John Guaspari uses a murder mystery - Who killed the consultant? - to set up his explanation of the value effect and its power. While value effect advocates at a corporate retreat are busy devising strategies to serve customers by employing the fundamentals of human nature, the consultant gets whacked. But who did it? The guilty party is someone from the corporate department that is most threatened by the use of the value effect. Do we have a human resources murderer or a marketing manslayer? Trying to figure out the mystery adds some fun to this business saga, which getAbstract.com recommends while applauding the author’s originality in creating a corporate thriller. His book is a cut above the usual "next big thing" pomposity, even if the main CVC concepts described within will sound distressingly familiar to readers of management theory. (By the way, if you don’t care about who done it, but are curious about CVC, the value effect itself is skillfully summarized in a concluding memo.)

Take-Aways

  • The "Value Effect" emphasizes a basic principle - customers buy on value.
  • The value effect is compatible with other next big things (NBTs) such as total quality, reengineering, empowerment and customer focus.
  • However, the value effect is not a next big thing, since seeking value is a basic fundamental of human nature and provides a context for other strategies.

About the Author

John Guaspari, one of Quality Digest Magazine’s "New Quality Gurus," is co-founder of Guaspari & Salz, Inc., a management consulting firm in Concord, Massachusetts, and the author of I Know It When I See It, Theory Why, The Customer Connection: Quality for the Rest of Us and It’s About Time!

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