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THE CUSTOMER - Getting the Most out of All Your Customers - Loyal customers don't produce stable, healthy growth. Profitable ones do. A new analytical tool can tell you how many ma...
Thomas, Jacquelyn S.; Reinartz, Werner; Kumar, V. - In: Harvard business review : HBR (2004), pp. 116-123
Persistent link: https://www.econbiz.de/10005926377
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The Mismanagement of Customer Loyalty - Who wouldn't want loyal customers? Don't they bring in all the profits? New research says no. Not all loyal customers are profitable, and ma...
Reinartz, Werner; Kumar, V. - In: Harvard business review : HBR (2002), pp. 86-95
Persistent link: https://www.econbiz.de/10005940217
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TOOL KIT - Knowing What to Sell, When, and to Whom - It's always been hard to work out what customers do and don't want, let alone when they do or don't want it. That's why markete...
Kumar, V.; Venkatesan, Rajkumar; Reinartz, Werner - In: Harvard business review : HBR (2006), pp. 131-141
Persistent link: https://www.econbiz.de/10005917817
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How to Sell Services More Profitably - Developing value-added services once your products have become commodities makes sense. But there are pitfalls in the process, as some leadin...
Reinartz, Werner; Ulaga, Wolfgang - In: Harvard business review : HBR (2008), pp. 90-97
Persistent link: https://www.econbiz.de/10008058985