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Customer Profitability Management
Article Index
Customer Profitability Management
Expert Opinion
Survey and Research
Example Cases
Measure and Evaluate
Summary
References

References

Anderson, J. C., Narus, J. A., (2003), Selectively pursuing more of your customer's business, MIT Sloan Management Review, Vol 44, Iss 3, p 42, Sloan Management Review Association, Alfred P. Sloan School of Management, Cambridge

Andon, P., Baxter, J., Bradley, G., (2001), Calculating the economic value of customers to an organisation, Australian Accounting Review, Vol 11, Iss 1, pp 62-72, Australian Society of Certified Practising Accountants, Melbourne

Anonymous, (2003), The masters of merchandising speak, Chain Store Age, Vol 79, Iss 4, pp 16-17A, Lebhar-Friedman, Inc., New York, NY

Coffey, J.J. & Palm, G., (2004), Assessing the Value of Your Customers, ABA Bank Marketing, Vol 36, Iss 9, p 50, Bank Marketing Association, Washington

Coffey, J.J. & Palm, G., (2005) Viewing your Customers in a Multidimensional Way, ABA Bank Marketing, Vol 37, Iss 1, p 54, Bank Marketing Association, Washington

Connolly, T., Ashworth, G., (1994), Managing Customers for Profit, Management Accounting, Vol 72, Iss 4, pp 34-39, Chartered Institute of Management Accountants, London

Dowding, S., (2002), The cards stack up nicely: Grocer, Vol 225, Iss 7575, p 76, William Reed Publishing Ltd., Crawley, UK

Dunlap, C., (2004), Drive Profitable Behavior, Target Marketing, Vol 27, Iss 9, p 46-49, North American Publishing Company, Philadelphia

Hall, R., (2004), Looking for a Few Good Metrics, ABA Bank Marketing, Vol 36, Iss 6, p 12-13, Washington, Bank Marketing Association, Washington

Hutt, L., (2000), Customer relationship management: The profitablity challenge, The Journal of Bank Cost & Management Accounting, Vol 13, Iss 1, p 50, San Francisco

Innes, J., Mitchell, F., (1995), A Survey of Activity Based Costing in the U.K.'s Largest Companies, Management Accounting Research, Vol 137 Iss 53, Chartered Institute of Management Accountants, London

Lawson, R., Stratton, W., Hatch, T., (2003), The tactical advantage: CMA Management, Vol 77, Iss 5, p 30, Society of Management Accountants of Canada, Hamilton, Ontario

Lemon, K. N., Rust, R. T., Zeithaml, V. A., (2001), What drives customer equity, Marketing Management, Vol10, Iss 1, pp 20-25, American Marketing Association, Chicago, IL

Linoff, G. S., (2004), Survival Data Mining for Customer Insight, Intelligent Enterprise, Vol 7, Iss 12, p 28-33, CMP Media LLC, Manhasset

Ness, J.A., Schrobeck, M.J., Letendre, R.A.and Douglas W.J., (2001), The role of ABM in measuring customer value, Strategic Finance, Vol 82, Iss 9, pp 32-37, Montvale

Ness, J. A., Schroeck, M. J., Letendre, R. A., Douglas, W. J., (2001), The role of ABM in measuring customer value part 2, Strategic Finance, Vol 82, Iss 10, pp 44-49, Institute of Management Accountants, Montvale

Niraj, R., Gupta, M., Narasimhan, C., (2001), Customer profitability in a supply chain, Journal of Marketing, Vol 65, Iss 3, pp 1-15, American Marketing Association, Chicago, IL

Payant, W. R., (2003), The Challenges and Opportunities of Customer Profitability Analysis, The Journal of Bank Cost & Management Accounting, 2003. Vol 16, Iss 3, pp 41-46, National Association for Bank Cost & Management Accounting, Northbrook

Reinartz, W. J., Kumar, V., (2000), On the profitability of long-life customers in a noncontractual setting: An empirical investigation and implications for marketing, Journal of Marketing, Vol 64, Iss 4, pp 17-36, American Marketing Association, Chicago, IL

Ruech, C., (2002), The elevation of an IT outsourcing partnership: Communications News, Vol 39, Iss 8; pp 12-14, Nelson Publishing, Nokomis, FL

Rust, R. T., Lemon, K. N., Zeithaml, V. A., (2001), Where should the next marketing dollar go?: Marketing Management, Vol 10, Iss 3, pp 24-28, American Marketing Association, Chicago, IL

Seppanen, M., Lyly-Yrjanainen, J., (2002), Vague boundaries of product and customer costs, AACE International Transactions, pp RI121-126, American Association of Cost Engineers, Morgantown

Wyner, G.A., (1999), Customer profitibility, Marketing Management, Vol 8, Iss 4, p 8, Chicago

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