Customer Profitability Analysis Today

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Customer Profitability Analysis Today

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Author : Eileen Schäfer
language : en
Publisher: diplom.de
Release Date : 1999-07-25

Customer Profitability Analysis Today written by Eileen Schäfer and has been published by diplom.de this book supported file pdf, txt, epub, kindle and other format this book has been release on 1999-07-25 with Business & Economics categories.

Inhaltsangabe:Abstract: Traditional management accounting systems are limited in their ability to provide profitability information relevant to management decisions. The problems of inadequate profitability measurement are intensified by the increasing competition in todays international market and the customer sophistication in locating low-cost providers. In response a number of manufacturers and service companies are experimenting with new methods to analyse their profits. The collection and analysis of information on the customer profitability analysis enables management to identify their most attractive customer groups and support them with their scarce resources, turning loss-making making accounts into profitable ones. The project investigate both the theoretical approach of customer profitability analysis and its usage in practice, today. Relevant data was collected by means of a survey and three ease studies. The survey provided information about the extent of knowledge of member of organisations about customer profitability analysis and the use of it in the decision making process. The interviews added deeper knowledge about the application of customer profitability analysis in practice and helped to find new insights to this analysis method. Inhaltsverzeichnis:Table of Contents: TABLE OF ABBREVIATIONS4 TABLE OF FIGURES5 1. CHAPTERPREFACE6 1.1INTRODUCTION6 1.2BACKGROUND8 1.3AIM10 1.4OBJECTIVES10 2. CHAPTERRESEARCH METHODOLOGY11 2.1INTRODUCTION11 2.2AGGREGATION OF SECONDARY DATA11 2.3COLLECTION OF PRIMARY DATA12 2.3.1INTRODUCTION12 2.3.2SELECT THE APPROPRIATE METHOD12 2.3.3THE SURVEY14 2.3.4THE CASE STUDIES15 3. CHAPTERTHE THEORETICAL APPROACH18 3.1INTRODUCTION18 3.2APPLICATION OF THE CUSTOMER PROFITABILITY ANALYSIS18 3.2.1MAKE OPERATING DECISIONS19 3.2.2DEVELOP STRATEGIES20 3.2.3TACTICAL BENEFITS25 3.3HOW IS THE CUSTOMER PROFITABILITY ANALYSIS OBTAINED?28 3.3.1THE FIRST STEP: THE APPROPRIATE CUSTOMER SEGMENTATION28 3.3.2THE SECOND STEP: THE PRINCIPLE OF AVOIDABLE COSTS AND UNAVOIDABLE COSTS 30 3.3.3THE THIRD STEP: COST ALLOCATION34 3.4TRE CUSTOMER PROFITABILITY ANALYSIS TACTICALLY AND PRACTICALLY44 3.4.1THE DECISION GRID44 3.4.2CUSTOMER PROFITABILITY ANALYSIS, A DAY-TO-DAY OPERATION?47 3.4.3WHO IS RESPONSIBLE FOR THE CUSTOMER'S PROFIT?48 3.4.4REVIEW OF EXISTING SURVEYS48 3.5CONCLUSION49 4. CHAPTERSURVEY52 4.1INTRODUCTION52 4.2KEY-ISSUES52 4.3SAMPLE SELECTION PROCEDURE AND DATA [...]

Customer Profitability Analysis

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Author :
language : en
Publisher:
Release Date : 2002

Customer Profitability Analysis written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002 with categories.

Customer Profitability Analysis

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Author : Epstein, Marc J
language : en
Publisher: Mississauga, ON : CMA Canada
Release Date : 2000

Customer Profitability Analysis written by Epstein, Marc J and has been published by Mississauga, ON : CMA Canada this book supported file pdf, txt, epub, kindle and other format this book has been release on 2000 with Consumer satisfaction categories.

The Implementation Of Customer Profitability Analysis

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Author : Erik M. van Raaij
language : en
Publisher:
Release Date : 2002

The Implementation Of Customer Profitability Analysis written by Erik M. van Raaij and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002 with Activity-based costing categories.

Customer Profitability Analysis

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Author : John A. Muranishi
language : en
Publisher:
Release Date : 1972

Customer Profitability Analysis written by John A. Muranishi and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1972 with categories.

Customer Profitability Analysis

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Author : Gregory K. Sasaki
language : en
Publisher:
Release Date : 1988

Customer Profitability Analysis written by Gregory K. Sasaki and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1988 with categories.

Customer Profitability Analysis

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Author : Dennis C. Neff
language : en
Publisher:
Release Date : 1972

Customer Profitability Analysis written by Dennis C. Neff and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1972 with Bank loans categories.

Converting Customer Value

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Author : John J. Murphy
language : en
Publisher: John Wiley & Sons
Release Date : 2005-11-18

Converting Customer Value written by John J. Murphy and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-11-18 with Business & Economics categories.

A company exists to make profit, and everything it does is a step towards that goal. Many firms are trying to get closer to their customers, but few realise how crucial this is to corporate value. Indeed, the long-term value of a company is perhaps best described as the sum of future profits from customers, discounted to a present value. Tackling two hot topics in business - CRM and corporate value - and based on a study undertaken by the Customer Management Leadership Group, John Murphy's new book links customer management directly to company profitability for the first time. By implementing its Customer Management Integration Framework, a company can see cash flows for each customer relationship, and use that information to effectively manage key customers for higher and more resilient levels of profitability.

Customer Profitability Analysis

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Author : A. Anandarajan
language : en
Publisher:
Release Date : 1986

Customer Profitability Analysis written by A. Anandarajan and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1986 with categories.

Customer Profitability Analysis

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Author : CPA Australia (Organization)
language : en
Publisher:
Release Date : 2001

Customer Profitability Analysis written by CPA Australia (Organization) and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001 with Corporate profits categories.

Customer profitability analysis.