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How valuable is word of mouth? : identify the customers who bring in the most referrals ; then capitalize on that knowledge
Kumar, V.; Petersen, J. Andrew; Leone, Robert P. - In: Harvard business review : HBR 85 (2007) 10, pp. 139-146
Persistent link: https://www.econbiz.de/10003550617
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Who’s your most valuable salesperson?
Kumar, V.; Sunder, Sarang; Leone, Robert P. - In: Harvard business review : HBR 93 (2015) 4, pp. 62-68
Persistent link: https://www.econbiz.de/10010514587
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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 - How Valuable Is Word of Mouth? Your most profitable customers are probably not the ones who buy the most -- They're the ones who do the best job of referring your firm t...
Kumar, V.; Petersen, J.Andrew; Leone, Robert P. - In: Harvard business review : HBR (2007), pp. 139-154
Persistent link: https://www.econbiz.de/10007872276
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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