Customer segments based on customer account profitability

Activity-Based Costing and Customer Profitability Analysis

5-1 Blue Ridge Manufacturing (Activity-Based Costing for Marketing Channels) 5-2 Columbo Soft-Serve Frozen Yogurt: Using Activity Based Costing To Assess Channel/Customer Profitability Required: 1. Briefly summarize Colombo’s competitive environment and General Mills’ strategy in response to that environment. 2. Using the ABC analysis, determine new segment profitability statements. 3. Based on...

An Approach Based on Customer Relationship Management and Customer Profitability Accounting

Customer relationship management (CRM) aims to build relations with the most profitable clients by performing customer segmentation and designing appropriate marketing tools. In addition, customer profitability accounting (CPA) recommends evaluating the CRM program through the combination of partial measures in a global cost–benefit function. Several statistical techniques have been applied for...

Manage Customer Loyalty and Profitability

Social Engagement and Customer Profitability in Online Customer Networks

The rapid growth of the Internet has led to a revolution in the relationship between customers and companies. After the first experiences on social media platforms, companies started hosting their own online customer networks where formerly passive consuming customers are able to connect, share, and cooperate with each other and the company. This social engagement of customers is generally cons...

Customer Profitability Analysis and Market Valuation: Differential Pricing and the Comparative Profitability of Major Customer Sales

In this study, I investigate whether inferences drawn from customer profitability analysis (CPA) are associated with the information set used by investors valuing firms’ equity. This research question is motivated by the recent emergence of CPA as the most important aspect of strategic planning for managers (e.g., Foster and Young 1997). To the extent that managers use CPA in developing strateg...