ISBN 9788131719145,Managing Customers As Investments : The Strategic Value Of Customers In The Long Run

Managing Customers As Investments : The Strategic Value Of Customers In The Long Run

Publisher:

Pearson

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ISBN 9788131719145
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ISBN 9788131719145
Publisher

Pearson

Publication Year 2008
ISBN-13

ISBN 9788131719145

ISBN-10 8131719146
Binding

Paperback

Number of Pages 224 Pages
Language (English)
Subject

Business

It is more important than ever for companies to objectively assess the value of their customers. But conventional measures of 'customer lifetime value' haven't been linked to overall business value, and haven't been useful to senior managers. This book overcomes both shortcomings.Through practical examples and case studies, you'll learn a rigorous yet simple approach to estimating the lifetime value of your customers -- and using that information for both tactical and strategic management decision-making. You'll learn how customer value calculations impact customer acquisition, service, retention, and segmentation -- and strategic M and A and alliance decisions. Coverage includes: linking brand and customer assets; valuing companies based on their customer relationships; linkages to IT, processes, and organizational structure; and much more. For Sale in Indian subcontinent only
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