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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

Retailing Innovations in a Globalizing Retail Market Environment

Reinartz, Werner; Dellaert, Benedict; Krafft, Manfred; … - In: Journal of retailing 87 (2011) 1, pp. 5-19

Persistent link: https://www.econbiz.de/10009177972

Performance Implications of Adopting a Customer-Focused Sales Campaign

Kumar, V.; Venkatesan, Rajkumar; Reinartz, Werner - In: Journal of marketing 72 (2008) 5, pp. 50-68

Persistent link: https://www.econbiz.de/10008109469

Customer Relationship Management : Concept, Strategy, and Tools

Kumar, V.; Reinartz, Werner - 2018 - Third edition

This book presents an extensive discussion of the strategic and tactical aspects of customer relationship management as we know it today. It helps readers obtain a comprehensive grasp of CRM strategy, concepts and tools and provides all the necessary steps in managing profitable customer...

Persistent link: https://www.econbiz.de/10012395810

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

Balancing Acquisition and Retention Resources to Maximize Customer Profitability

Reinartz, Werner; Thomas, Jacquelyn S.; Kumar, V. - In: Journal of marketing 69 (2005) 1, pp. 63-79

Persistent link: https://www.econbiz.de/10005919152

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