Managing customers for profit :
Kumar, V., 1957-
Managing customers for profit : strategies to increase profits and build loyalty / V. Kumar. - Upper Saddle River, United States : Wharton School Pub., Pearson Education, Inc., c.2008. - xx, 296 p. : ill. ; 24 cm.
Index : p. 283-296.
Includes bibliographical references.
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.
0132352214 (hbk. : alk. paper) 9780132352215 (hbk. : alk. paper)
2007027915
Customer relations--Management
Profit
--Reading book
658.812 / KUM
Managing customers for profit : strategies to increase profits and build loyalty / V. Kumar. - Upper Saddle River, United States : Wharton School Pub., Pearson Education, Inc., c.2008. - xx, 296 p. : ill. ; 24 cm.
Index : p. 283-296.
Includes bibliographical references.
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.
0132352214 (hbk. : alk. paper) 9780132352215 (hbk. : alk. paper)
2007027915
Customer relations--Management
Profit
--Reading book
658.812 / KUM