TY  - BOOK
AU  - Kumar, V., 
TI  - Managing customers for profit: strategies to increase profits and build loyalty 
SN  - 9788131719800
U1  - 658.812 
PY  - 2008///
CY  - Upper Saddle River, N.J.
PB  - Wharton School Pub.
KW  - Customer relations
KW  -  Management
KW  - Profit
N1  - 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
ER  -