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Managing customers for profit : strategies to increase profits and build loyalty / V. Kumar.

By: 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)
Subject(s): Genre/Form: DDC classification:
  • 658.812 22 KUM
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.
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Holdings
Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Book - Borrowing Central Library First floor Baccah 658.812 KUM (Browse shelf(Opens below)) 20677 Available 000037171
Total holds: 0

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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