Analysing customer defections and their effects on corporate performance: the case of Indco

Article Abstract:

Companies spend considerable amounts of time and money advertising, running promotions and launching new products in an attempt to attract new customers. What is seldom recognised is the importance of keeping existing customers. The pseudonym IndCo is used to represent a UK sudsidiary of an American company and a detailed breakdown of relevant factors such as customer age, defection probability and marketing to existing customers is given. The analysis concludes that the costs of retaining customers are lower than the cost of attracting new customers.

Customer Relations, Case studies, Business, Marketing research, Market research

---

Segmentation based on customer profitability - retrospective analysis of retail bank customer bases

Article Abstract:

It is suggested that retrospective analyses of customer bases to identify relationship profitability are a good basis for customer base segmentation. Increased understanding of existing customers is essential to achieve relationship marketing goals of improving relationships with existing customers. Studies of two Nordic retail banks demonstrate a variety of ways to segment the customer base.

Methods, Models, Marketing management, Marketing models

---

Are loyal customers profitable? Customer satisfaction, customer (action) loyalty and customer profitability at the individual level

Article Abstract:

Relationship between individual customer's satisfaction, loyalty (action) and profitability is studied. Extent to which a loyal customer can be profitable is examined.

Corporate Profits, Profit, Profits, Customer loyalty, Single people as consumers, Single consumers

Similar abstracts:

• Abstracts: Internal organization and economic performance: the case of large US commercial banks
• Abstracts: Improving customer satisfaction at London Underground. GTE Directories Corporation
• Abstracts: Countdown to a confident performance. A case to study. Budgets, budgets everywhere
• Abstracts: On the shareholder wealth maximization objective of corporate governance: the case of leveraged recapitalizations
• Abstracts: Earnings announcements and the components of the bid-ask spread. part 2 The determinants of stock price exposure: financial engineering and the gold mining industry

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.