The Ends Game

The Ends Game How Smart Companies Stop Selling Products and Start Delivering Value - Management on the Cutting Edge Series

Paperback (13 Jan 2022)

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Publisher's Synopsis

Would you rather pay for health care or for better health? For school or education? For groceries or nutrition? A car or transportation? A theatre performance or entertainment? In The Ends Game, Marco Bertini and Oded Koenigsberg describe how some firms are rewriting the rules of commerce: instead of selling the "means" (products and services), they adopt innovative revenue models to pursue the "ends" (actual outcomes). 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.

Book information

ISBN: 9780262542777
Publisher: The MIT Press
Imprint: The MIT Press
Pub date:
DEWEY: 658.812
DEWEY edition: 23
Language: English
Number of pages: xv, 180
Weight: 262g
Height: 141mm
Width: 219mm
Spine width: 17mm