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V. Kumar

Published by Wharton School Publishing (2008)

ISBN 10: 0132352214 ISBN 13: 9780132352215

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Item Description: Wharton School Publishing, 2008. Book Condition: Very Good. 1st Edition. Great condition for a used book! Minimal wear. Bookseller Inventory # GRP82312294

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V. Kumar

Published by Wharton School Publishing (2008)

ISBN 10: 0132352214 ISBN 13: 9780132352215

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Item Description: Wharton School Publishing, 2008. Book Condition: As New. 1st Edition. Book in almost Brand New condition. Bookseller Inventory # GRP95187789

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V. Kumar

Published by Wharton School Publishing

ISBN 10: 0132352214 ISBN 13: 9780132352215

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Item Description: Wharton School Publishing. Hardcover. Book Condition: Good. Book shows minor use. Cover and Binding have minimal wear and the pages have only minimal creases. Bookseller Inventory # G0132352214I3N00

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Item Description: Book Condition: Good. May have some shelf-wear due to normal use. Bookseller Inventory # 0KVBKH003IFE

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Kumar, V.

Published by Wharton School Publishing

ISBN 10: 0132352214 ISBN 13: 9780132352215

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Item Description: Wharton School Publishing. Hardcover. Book Condition: Very Good. 0132352214 Item in very good condition and at a great price! Textbooks may not include supplemental items i.e. CDs, access codes etc. Bookseller Inventory # Z0132352214Z2

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V. Kumar

Published by Wharton School Publishing (2008)

ISBN 10: 0132352214 ISBN 13: 9780132352215

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Item Description: Wharton School Publishing, 2008. Hardcover. Book Condition: Used: Good. Bookseller Inventory # SONG0132352214

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Item Description: Book Condition: Very Good. Book Condition: Very Good. Bookseller Inventory # 97801323522153.0

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Item Description: Book Condition: Like New. Book Condition: Like New. Bookseller Inventory # 97801323522152.0

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V. Kumar

Published by Pearson Prentice Hall (2008)

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: Pearson Prentice Hall, 2008. Book Condition: Good. 1st Edition. Former Library book. Shows some signs of wear, and may have some markings on the inside. Bookseller Inventory # GRP95657872

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V. Kumar

Published by Wharton School Publishing

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: Wharton School Publishing. Paperback. Book Condition: Fair. Bookseller Inventory # G0136117406I5N00

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Kumar, V.

Published by FT Press

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: FT Press. PAPERBACK. Book Condition: Fair. 0136117406 Item in acceptable condition including possible liquid damage. As well, answers may be filled in. Lastly, may be missing components, e.g. missing DVDs, CDs, Access Code, etc. Bookseller Inventory # Z0136117406Z4

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Kumar, V.

Published by Pearson Education, Upper Saddle, NJ, U.S.A. (2008)

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: Pearson Education, Upper Saddle, NJ, U.S.A., 2008. Soft Cover. Book Condition: Very Good. VERY GOOD softcover, no marks in text, uncreased spine, very clean exterior. Bookseller Inventory # 080310

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Kumar, V.

Published by Wharton School Publishing, Upper Saddle River, NJ (2008)

ISBN 10: 0132352214 ISBN 13: 9780132352215

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Item Description: Wharton School Publishing, Upper Saddle River, NJ, 2008. Hardcover. Book Condition: Very Good+. Dust Jacket Condition: Very Good+, Not Price Clipped. American First. First Printing stated on verso of title page; minor wear; otherwise a solid, clean copy with no marking or underlining; collectible condition. Bookseller Inventory # 006108

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V. Kumar

Published by Pearson Prentice Hall (2008)

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: Pearson Prentice Hall, 2008. Paperback. Book Condition: Used: Good. Bookseller Inventory # SONG0136117406

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Kumar, V.

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: 2008. PAP. Book Condition: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Bookseller Inventory # KS-9780136117407

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Dr V Kumar

Published by Pearson Education (US), United States (2009)

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: Pearson Education (US), United States, 2009. Paperback. Book Condition: New. Language: English . Brand New Book. This is a milestone book in marketing. Most companies claim they are focused on customers, but even those who are, probably do not take a scientific approach to customer management. Professor V. Kumar is the acknowledged expert on the science of customer management. This important book raises all the key questions in managing customers, provides the analytical tools for optimization, and illustrates these tools with a number of company examples. Philip Kotler, S. C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University Delivering lasting client value is at the heart of profitable businesses today. Managing Customers for Profit provides a compelling, empirically-tested approach to significantly enhance traditional customer relationship management initiatives. I highly recommend this book to all those interested in cultivating lasting profitable growth relationships with current and future clients. Tim Bohling, Vice President, Market Intelligence, IBM Americas Executives are too often guided by backward-looking, short-term metrics. This book shows how a focus on Customer Lifetime Value (CLV) can change management toward long-term results by providing a fresh perspective on customer targeting, retention, and loyalty. Highly recommended it shows you the way toward strategic customer thinking. Dave Aaker, Vice-Chairman, Prophet, Author of Brand Portfolio Strategy This book shows you how. Leading marketing expert V. Kumar shows how to use Customer Lifetime Value (CLV) to target customers with higher profit potential manage and reward existing customers based on their profitability and invest in high-profit customers to prevent attrition and ensure future profitability. Kumar introduces customer-centric approaches to allocating marketing resources for maximum effectiveness pitching the right products to the right customers at the right time determining when a customer is likely to leave, and whether to intervene managing multichannel shopping even calculating a customer s referral value. Drawing on his extensive experience consulting with world-class marketing organizations, Kumar illuminates the challenges of transitioning from a product-centric to a customer-centric approach and presents proven solutions. Simply put, this book s techniques offer marketing executives a complete framework for linking their investments to business value and maximizing the lifetime value of every single customer. Foreword xiii Preface xv Acknowledgments xviii About the Author xix Chapter 1: Introduction 1 Chapter 2: Maximizing Profitability 11 Chapter 3: Customer Selection Metrics 29 Chapter 4: Managing Customer Profitability 59 Chapter 5: Maximizing Customer Profitability 75 Chapter 6: Managing Loyalty and Profitability Simultaneously 93 Chapter 7: Optimal Allocation of Resources across Marketing and Communication Strategies 113 Chapter 8: Pitching the Right Product to the Right Customer at the Right Time 127 Chapter 9: Preventing Attrition of Customers 143 Chapter 10: Managing Multichannel Shoppers 163 Chapter 11: Linking Investments in Branding to Customer Profitability 187 Chapter 12: Acquiring Profitable Customers 205 Chapter 13: Managing Customer Referral Behavior 223 Chapter 14: Organizational and Implementation Challenges 249 Chapter 15: The Future of Customer Management 267 Index 283. Bookseller Inventory # AAS9780136117407

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Kumar, V.

Published by Prentice Hall

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: Prentice Hall. Book Condition: New. Brand New. Bookseller Inventory # 0136117406

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Dr V Kumar

Published by Pearson Education (US), United States (2009)

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: Pearson Education (US), United States, 2009. Paperback. Book Condition: New. Language: English . Brand New Book. This is a milestone book in marketing. Most companies claim they are focused on customers, but even those who are, probably do not take a scientific approach to customer management. Professor V. Kumar is the acknowledged expert on the science of customer management. This important book raises all the key questions in managing customers, provides the analytical tools for optimization, and illustrates these tools with a number of company examples. Philip Kotler, S. C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University Delivering lasting client value is at the heart of profitable businesses today. Managing Customers for Profit provides a compelling, empirically-tested approach to significantly enhance traditional customer relationship management initiatives. I highly recommend this book to all those interested in cultivating lasting profitable growth relationships with current and future clients. Tim Bohling, Vice President, Market Intelligence, IBM Americas Executives are too often guided by backward-looking, short-term metrics. This book shows how a focus on Customer Lifetime Value (CLV) can change management toward long-term results by providing a fresh perspective on customer targeting, retention, and loyalty. Highly recommended it shows you the way toward strategic customer thinking. Dave Aaker, Vice-Chairman, Prophet, Author of Brand Portfolio Strategy This book shows you how. Leading marketing expert V. Kumar shows how to use Customer Lifetime Value (CLV) to target customers with higher profit potential manage and reward existing customers based on their profitability and invest in high-profit customers to prevent attrition and ensure future profitability. Kumar introduces customer-centric approaches to allocating marketing resources for maximum effectiveness pitching the right products to the right customers at the right time determining when a customer is likely to leave, and whether to intervene managing multichannel shopping even calculating a customer s referral value. Drawing on his extensive experience consulting with world-class marketing organizations, Kumar illuminates the challenges of transitioning from a product-centric to a customer-centric approach and presents proven solutions. Simply put, this book s techniques offer marketing executives a complete framework for linking their investments to business value and maximizing the lifetime value of every single customer. Foreword xiii Preface xv Acknowledgments xviii About the Author xix Chapter 1: Introduction 1 Chapter 2: Maximizing Profitability 11 Chapter 3: Customer Selection Metrics 29 Chapter 4: Managing Customer Profitability 59 Chapter 5: Maximizing Customer Profitability 75 Chapter 6: Managing Loyalty and Profitability Simultaneously 93 Chapter 7: Optimal Allocation of Resources across Marketing and Communication Strategies 113 Chapter 8: Pitching the Right Product to the Right Customer at the Right Time 127 Chapter 9: Preventing Attrition of Customers 143 Chapter 10: Managing Multichannel Shoppers 163 Chapter 11: Linking Investments in Branding to Customer Profitability 187 Chapter 12: Acquiring Profitable Customers 205 Chapter 13: Managing Customer Referral Behavior 223 Chapter 14: Organizational and Implementation Challenges 249 Chapter 15: The Future of Customer Management 267 Index 283. Bookseller Inventory # AAS9780136117407

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Dr V Kumar

Published by Pearson Education (US), United States (2009)

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: Pearson Education (US), United States, 2009. Paperback. Book Condition: New. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New Book. This is a milestone book in marketing. Most companies claim they are focused on customers, but even those who are, probably do not take a scientific approach to customer management. Professor V. Kumar is the acknowledged expert on the science of customer management. This important book raises all the key questions in managing customers, provides the analytical tools for optimization, and illustrates these tools with a number of company examples. Philip Kotler, S. C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University Delivering lasting client value is at the heart of profitable businesses today. Managing Customers for Profit provides a compelling, empirically-tested approach to significantly enhance traditional customer relationship management initiatives. I highly recommend this book to all those interested in cultivating lasting profitable growth relationships with current and future clients. Tim Bohling, Vice President, Market Intelligence, IBM Americas Executives are too often guided by backward-looking, short-term metrics. This book shows how a focus on Customer Lifetime Value (CLV) can change management toward long-term results by providing a fresh perspective on customer targeting, retention, and loyalty. Highly recommended it shows you the way toward strategic customer thinking. Dave Aaker, Vice-Chairman, Prophet, Author of Brand Portfolio Strategy This book shows you how. Leading marketing expert V. Kumar shows how to use Customer Lifetime Value (CLV) to target customers with higher profit potential manage and reward existing customers based on their profitability and invest in high-profit customers to prevent attrition and ensure future profitability. Kumar introduces customer-centric approaches to allocating marketing resources for maximum effectiveness pitching the right products to the right customers at the right time determining when a customer is likely to leave, and whether to intervene managing multichannel shopping even calculating a customer s referral value. Drawing on his extensive experience consulting with world-class marketing organizations, Kumar illuminates the challenges of transitioning from a product-centric to a customer-centric approach and presents proven solutions. Simply put, this book s techniques offer marketing executives a complete framework for linking their investments to business value and maximizing the lifetime value of every single customer. Foreword xiii Preface xv Acknowledgments xviii About the Author xix Chapter 1: Introduction 1 Chapter 2: Maximizing Profitability 11 Chapter 3: Customer Selection Metrics 29 Chapter 4: Managing Customer Profitability 59 Chapter 5: Maximizing Customer Profitability 75 Chapter 6: Managing Loyalty and Profitability Simultaneously 93 Chapter 7: Optimal Allocation of Resources across Marketing and Communication Strategies 113 Chapter 8: Pitching the Right Product to the Right Customer at the Right Time 127 Chapter 9: Preventing Attrition of Customers 143 Chapter 10: Managing Multichannel Shoppers 163 Chapter 11: Linking Investments in Branding to Customer Profitability 187 Chapter 12: Acquiring Profitable Customers 205 Chapter 13: Managing Customer Referral Behavior 223 Chapter 14: Organizational and Implementation Challenges 249 Chapter 15: The Future of Customer Management 267 Index 283. Bookseller Inventory # BTE9780136117407

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V. Kumar

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: Book Condition: acceptable. 476 Gramm. Bookseller Inventory # M00136117406-B

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Kumar, V.

Published by Wharton School Publishing (2008)

ISBN 10: 0132352214 ISBN 13: 9780132352215

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Item Description: Wharton School Publishing, 2008. Hardcover. Book Condition: Very Good. Great condition with minimal wear, aging, or shelf wear. Bookseller Inventory # P020132352214

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Kumar, V.

Published by Wharton School Publishing (2008)

ISBN 10: 0132352214 ISBN 13: 9780132352215

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Item Description: Wharton School Publishing, 2008. Hardcover. Book Condition: Like New. Almost new condition. Bookseller Inventory # P010132352214

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V. Kumar

Published by Pearson Prentice Hall (2008)

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: Pearson Prentice Hall, 2008. Paperback. Book Condition: New. 1. Bookseller Inventory # DADAX0136117406

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Kumar, V.

Published by Wharton School Publishing, Upper Saddle River, NJ, USA (2008)

ISBN 10: 0132352214 ISBN 13: 9780132352215

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Item Description: Wharton School Publishing, Upper Saddle River, NJ, USA, 2008. Hardcover. Book Condition: Very Good. Dust Jacket Condition: Very Good. 1st Edition. Very Good condition Hardcover Quarto in a Very Good condition Dust Jacket, 2008, 1st edition, 1st printing stated. This book and jacket are as new condition going into storage. Size: 4to - over 9" - 12" tall. Book. Bookseller Inventory # 013301

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Kumar, V.

Published by FT Press (2008)

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: FT Press, 2008. Paperback. Book Condition: Very Good. Bookseller Inventory # P020136117406

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Kumar, V.

Published by Wharton School Publishing (2008)

ISBN 10: 0132352214 ISBN 13: 9780132352215

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Item Description: Wharton School Publishing, 2008. Hardcover. Book Condition: New. Never used!. Bookseller Inventory # P110132352214

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Kumar, V.

Published by FT Press (2008)

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: FT Press, 2008. Paperback. Book Condition: Like New. Almost new condition. Bookseller Inventory # P010136117406

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Kumar, V.

Published by FT Press (2008)

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: FT Press, 2008. Paperback. Book Condition: Used: Good. Bookseller Inventory # SKU8758121

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V. Kumar

Published by FT Press (2008)

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: FT Press, 2008. Book Condition: New. Brand new! Please provide a physical shipping address. Bookseller Inventory # 9780136117407

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V. Kumar

Published by Wharton School Publishing (2009)

ISBN 10: 0136117406 ISBN 13: 9780136117407

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Item Description: Wharton School Publishing, 2009. Paperback. Book Condition: Brand New. 1st edition. 320 pages. 9.13x6.26x0.65 inches. In Stock. Bookseller Inventory # z-0136117406

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