Customer Portfolio Management
Creating Value with a Large Leaky Bucket of Customers
$60.06
- Hardcover
144 pages
- Release Date
22 April 2025
Summary
In Customer Portfolio Management, Fred Selnes and Michael Johnson argue that for most companies and organizations, a larger leaky bucket of both loyal and not-so-loyal customers is more valuable than a smaller, watertight bucket of loyal customers. While loyal customers are generally more profitable, the weaker, or “leaky,” relationships in a portfolio provide scale economies and a source of future loyal customers. The basic principle behind customer portfolio management (CPM) is to view a co…
Book Details
| ISBN-13: | 9780262049627 |
|---|---|
| ISBN-10: | 0262049627 |
| Author: | Fred Selnes, Michael D. Johnson |
| Publisher: | MIT Press Ltd |
| Imprint: | MIT Press |
| Format: | Hardcover |
| Number of Pages: | 144 |
| Release Date: | 22 April 2025 |
| Weight: | 567g |
| Dimensions: | 229mm x 152mm |
| Series: | Management on the Cutting Edge |
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About The Author
Fred Selnes
Fred Selnes is Profesor in the Department of Marketing, BI Norwegian School of Business. He has published academic articles in leading academic journals, written several books, consulted in more than 50 industries, and started four companies.
Michael D. Johnson is Dean and E.M. Statler Professor Emeritus at the Nolan School of Hotel Administration, SC Johnson College of Business, Cornell University, as well as Marketing Department Chair at the Wisconsin School of Business, University of Wisconsin-Madison. He has published over 100 academic articles and industry reports and five previous books over the course of his career and consulted in over 20 industries.
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