The strategic value of customer profitability analysis

Marketing Intelligence and Planning

Volumn 23, Issue 4, 2005, Pages 372-381

  van Raaij, Erik M ^a  

^a EINDHOVEN UNIVERSITY OF TECHNOLOGY   (Netherlands)

Author keywords

Customers; Marketing management; Profit; Risk analysis

Indexed keywords

EID: 21344466735     PISSN: 02634503     EISSN: None     Source Type: Journal    
DOI: 10.1108/02634500510603474     Document Type: Article

References (10)

1. Cooper, R. and Kaplan, R.S. (1991), "Profit priorities from activity-based costing", Harvard Business Review, Vol. 69, pp. 130-135.
2. Foster, G. and Gupta, M. (1994), "Marketing, cost management and management accounting", Journal of Management Accounting Research, pp. 43-77.
3. Mulhern, F.J. (1999), "Customer profitability analysis: Measurement, concentration, and research directions", Journal of Interactive Marketing, Vol. 13 No. 1, pp. 25-40.
4. Schmittlein, D.C. and Peterson, R.A. (1994), "Customer base analysis: An industrial purchase process application", Marketing Science, Vol. 13 No. 1, pp. 41-67.
5. Schmittlein, D.C., Morrison, D.G. and Colombo, R. (1987), "Counting your customers: Who are they and what will they do next?", Management Science, Vol. 33 No. 1, pp. 1-24.
6. Srivastava, R.K., Fahey, L. and Christensen, H.K. (2001), "The resource-based view and marketing: The role of market-based assets in gaining competitive advantage", Journal of Management, Vol. 27, pp. 777-802.
7. Srivastava, R.K., Shervani, T.A. and Fahey, L. (1998), "Market-based assets and shareholder value: A framework for analysis", Journal of Marketing, Vol. 62, pp. 2-18.
8. Storbacka, K. (1997), "Segmentation based on customer profitability - retrospective analysis of retail bank customer bases", Journal of Marketing Management, Vol. 13, pp. 479-492.
9. Storbacka, K. (1998), "Customer profitability: Analysis and design issues", in Brodie, R., Brookes, R., Colgate, M., Collins, B. and Martin, A. (Eds), Proceedings of the 6th International Colloquium in Relationship Marketing, University of Auckland, Auckland, pp. 124-44.
10. Zeithaml, V.A., Rust, R.T. and Lemon, K.N. (2001), "The customer pyramid: Creating and serving profitable customers", California Management Review, Vol. 43 No. 4, pp. 118-142.