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Managing customers for profit : strategies to increase profits and build loyalty / V. Kumar.

By: Material type: TextPublication details: Upper Saddle River, N.J. : Wharton School Pub., c2008.Description: xx, 296 p. : ill. ; 24 cmISBN:
  • 9788131719800
Subject(s): DDC classification:
  • 658.812 KUM [ Shelf 69 ]
Contents:
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.
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Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Reference Indian Institute Of Management, Shillong 658.812 KUM [ Shelf 69 ] (Browse shelf(Opens below)) 0 Not for loan 0009016
Book Indian Institute Of Management, Shillong 658.812 KUM [ Shelf 69 ] (Browse shelf(Opens below)) 1 Available 0009017

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.

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