Managing customers for profit : strategies to increase profits and build loyalty /
By: Kumar, V
Material type: BookPublisher: Upper Saddle River, N.J. : Wharton School Pub., c2008.Description: xx, 296 p. : ill ; 24 cm.ISBN: 0132352214 (hbk. : alk. paper); 9780132352215 (hbk. : alk. paper)Subject(s): Customer relations -- Management | ProfitDDC classification: 658.8/12Item type | Home library | Call number | Status | Date due | Barcode | Item holds |
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REGULAR | University of Wollongong in Dubai Main Collection | 658.812 KU MA (Browse shelf) | Available | T0036901 |
Total holds: 0
, Shelving location: Main Collection Close shelf browser
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.