Screen LibraryManaging customers for profit：strategies to increase profits and build loyalty
Saved in:
| Main Authors: | |
|---|---|
| Published: |
Wharton School Pub.,
|
| 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. |