Managing customers for profit : strategies to increase profits and build loyalty

Publication Data

• Title Managing customers for profit : strategies to increase profits and build loyalty
• Author V. Kumar
• Publisher Wharton School Publishing
• Publication date 2008
• Publication location Upper Saddle River, N.J.
• Language English

Contents

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.

Topics

• Customer relations :: Management
• 014100280

Managing customers for profit : strategies to increase profits and build loyalty by V. Kumar. ISBN 9780132352215. Published by Wharton School Publishing in 2008. Publication and catalogue information, links to buy online and reader comments.