The Strategie Value of High-Cost Customers

Many firms today manage their existing customers differentially based on profit potential, providing fewer incentives to less profitable customers and firing unprofitable customers. Although researchers and industry experts advocate this practice, results have been mixed. We examine this practice ex...

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Veröffentlicht in:	Management science 2014-02, Vol.60 (2), p.494-507
Hauptverfasser:	Subramanian, Upender, Raju, Jagmohan S., Zhang, Z. John
Format:	Artikel
Sprache:	eng
Schlagworte:	Base composition Customer bases Customer discrimination Customers Economic discrimination Financial management Management science Marketing Prices Profitable firms
Online-Zugang:	Volltext
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