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Managing customers profitably / by Lynette Ryals.

By: Material type: TextTextPublication details: Hoboken, N.J. : Wiley ; Chichester : John Wiley [distributor], 2008.Description: 320 pISBN:
  • 9780470060636 (hbk.) :
  • 9780470060636 (hbk.) :
Subject(s): DDC classification:
  • 658.812 RYA
LOC classification:
  • HF5415.5
Contents:
Section one. How to value your customers -- 1.Latest thinking on valuing and managing customers - -2.Customer profitability analysis -- 3.Calculating customer profitability -- 4.How to calculate customer profitability for large customer numbers -- 5.Customer lifetime value -- 6.Calculating customer lifetime value - -7.Calculating and using customer equity -- 8.The relational value of a customer -- Section 2.How to manage a customer portfolio -- 9.Managing a customer portfolio using customer equity -- 10.The customer portfolio using both supplier and customer perspectives -- 11.Risk -- 12.Service-based segmentation -- Section three.The strategic decisiions that maximize the value of your customers -- Section three. The strategic decisions that maximize the value of your customers -- 12.Selective customer acquisitions and retention -- 14.The role of pricing in creating or destroying value -- 15.Increasing customer equity using value propositions.
Summary: This text combines innovative approaches to calculating the value of customers with the management strategies necessary to make and keep customers profitable. The contents include assessing product costs, costs to serve and how these can be estimated, and much more.
Holdings
Item type Current library Call number Copy number Status Date due Barcode
Long Loan TUS: Midlands, Main Library Athlone General Lending 658.812 RYA (Browse shelf(Opens below)) 1 Available 208161
Long Loan TUS: Midlands, Main Library Athlone General Lending 658.812 RYA (Browse shelf(Opens below)) 1 Available 208159
Long Loan TUS: Midlands, Main Library Athlone General Lending 658.812 RYA (Browse shelf(Opens below)) 1 In transit from Selfcheck to TUS: Midlands, Main Library since 02/12/2019 208160
Long Loan TUS: Midlands, Main Library Athlone General Lending 658.812 RYA (Browse shelf(Opens below)) 1 Available 208162

Includes bibliographical references (p. [359]-361) and index.

Section one. How to value your customers -- 1.Latest thinking on valuing and managing customers - -2.Customer profitability analysis -- 3.Calculating customer profitability -- 4.How to calculate customer profitability for large customer numbers -- 5.Customer lifetime value -- 6.Calculating customer lifetime value - -7.Calculating and using customer equity -- 8.The relational value of a customer -- Section 2.How to manage a customer portfolio -- 9.Managing a customer portfolio using customer equity -- 10.The customer portfolio using both supplier and customer perspectives -- 11.Risk -- 12.Service-based segmentation -- Section three.The strategic decisiions that maximize the value of your customers -- Section three. The strategic decisions that maximize the value of your customers -- 12.Selective customer acquisitions and retention -- 14.The role of pricing in creating or destroying value -- 15.Increasing customer equity using value propositions.

This text combines innovative approaches to calculating the value of customers with the management strategies necessary to make and keep customers profitable. The contents include assessing product costs, costs to serve and how these can be estimated, and much more.

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