Manage your customer portfolio for maximum lifetime value: how converting customers to closer relationships, leveraging them, and defending them can drive future revenue and lower costs
Setting goals regarding relationship conversion, leverage, and defense can drive future revenue and lower costs, but this work requires a clear understanding of the heterogeneity of customer needs and economies of scale as they emerge over time. To inform and act upon this understanding, companies n...
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| Main Authors: | , |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
[Cambridge, Massachusetts]
MIT Sloan Management Review
2022
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| Edition: | [First edition]. |
| Subjects: | |
| Links: | https://learning.oreilly.com/library/view/-/53863MIT64119/?ar |
| Summary: | Setting goals regarding relationship conversion, leverage, and defense can drive future revenue and lower costs, but this work requires a clear understanding of the heterogeneity of customer needs and economies of scale as they emerge over time. To inform and act upon this understanding, companies need an integrated approach to customer portfolio management and customer portfolio lifetime value. |
| Item Description: | Reprint #64119, Fall 2022 issue, vol. 64, no. 1. - Includes bibliographical references |
| Physical Description: | 1 Online-Ressource (8 Seiten) Illustrationen |
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| spelling | Selnes, Fred VerfasserIn aut Manage your customer portfolio for maximum lifetime value how converting customers to closer relationships, leveraging them, and defending them can drive future revenue and lower costs by Fred Selnes, Michael D. Johnson [First edition]. [Cambridge, Massachusetts] MIT Sloan Management Review 2022 1 Online-Ressource (8 Seiten) Illustrationen Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Reprint #64119, Fall 2022 issue, vol. 64, no. 1. - Includes bibliographical references Setting goals regarding relationship conversion, leverage, and defense can drive future revenue and lower costs, but this work requires a clear understanding of the heterogeneity of customer needs and economies of scale as they emerge over time. To inform and act upon this understanding, companies need an integrated approach to customer portfolio management and customer portfolio lifetime value. Customer relations Management Marketing Management Customer loyalty Marketing ; Gestion Consommateurs ; Fidélité Customer relations ; Management Marketing ; Management Johnson, Michael D. VerfasserIn aut |
| spellingShingle | Selnes, Fred Johnson, Michael D. Manage your customer portfolio for maximum lifetime value how converting customers to closer relationships, leveraging them, and defending them can drive future revenue and lower costs Customer relations Management Marketing Management Customer loyalty Marketing ; Gestion Consommateurs ; Fidélité Customer relations ; Management Marketing ; Management |
| title | Manage your customer portfolio for maximum lifetime value how converting customers to closer relationships, leveraging them, and defending them can drive future revenue and lower costs |
| title_auth | Manage your customer portfolio for maximum lifetime value how converting customers to closer relationships, leveraging them, and defending them can drive future revenue and lower costs |
| title_exact_search | Manage your customer portfolio for maximum lifetime value how converting customers to closer relationships, leveraging them, and defending them can drive future revenue and lower costs |
| title_full | Manage your customer portfolio for maximum lifetime value how converting customers to closer relationships, leveraging them, and defending them can drive future revenue and lower costs by Fred Selnes, Michael D. Johnson |
| title_fullStr | Manage your customer portfolio for maximum lifetime value how converting customers to closer relationships, leveraging them, and defending them can drive future revenue and lower costs by Fred Selnes, Michael D. Johnson |
| title_full_unstemmed | Manage your customer portfolio for maximum lifetime value how converting customers to closer relationships, leveraging them, and defending them can drive future revenue and lower costs by Fred Selnes, Michael D. Johnson |
| title_short | Manage your customer portfolio for maximum lifetime value |
| title_sort | manage your customer portfolio for maximum lifetime value how converting customers to closer relationships leveraging them and defending them can drive future revenue and lower costs |
| title_sub | how converting customers to closer relationships, leveraging them, and defending them can drive future revenue and lower costs |
| topic | Customer relations Management Marketing Management Customer loyalty Marketing ; Gestion Consommateurs ; Fidélité Customer relations ; Management Marketing ; Management |
| topic_facet | Customer relations Management Marketing Management Customer loyalty Marketing ; Gestion Consommateurs ; Fidélité Customer relations ; Management Marketing ; Management |
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