Managing customers for profit:strategies to increase profits and build loyalty
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Main Authors: | |
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Published: |
Wharton School Pub.,
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Publisher Address: | Upper Saddle River, N.J. |
Publication Dates: | c2008. |
Literature type: | Book |
Language: | English |
Subjects: | |
Carrier Form: | xx, 296 p.: ill. ; 24 cm. |
ISBN: |
0132352214 (hbk. : alk. paper) 9780132352215 (hbk. : alk. paper) |
Index Number: | F274 |
CLC: |
F274 F713.55 |
Call Number: | F713.5/K963-2 |
Contents: |
Includes bibliographical references and index. Introduction -- Maximizing profitability -- Customer selection metrics -- Managing customer profitability -- Maximizing customer profitability -- Managing loyalty and profitability simultaneously -- Optimal allocation of resources across marketing and communication strategies -- Pitching the right product to the right customer at the right time -- Preventing attrition of customers -- Managing multichannel shoppers -- Linking investments in branding to customer profitability -- Acquiring profitable customers -- Managing customer referral behavior -- Organizational and implementation challenges -- The future of customer management. |