Managing customers for profit : strategies to increase profits and build loyalty / V. Kumar.
Material type: TextPublication details: Upper Saddle River, United States : Wharton School Pub., Pearson Education, Inc., c.2008.Description: xx, 296 p. : ill. ; 24 cmISBN:- 0132352214 (hbk. : alk. paper)
- 9780132352215 (hbk. : alk. paper)
- 658.812 22 KUM
Item type | Current library | Collection | Call number | Vol info | Status | Date due | Barcode | Item holds |
---|---|---|---|---|---|---|---|---|
Book - Borrowing | Central Library First floor | Baccah | 658.812 KUM (Browse shelf(Opens below)) | 20677 | Available | 000037171 |
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.
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