Managing retailer profitability - one customer at a time!

By Vikas Kumar, Denish Shah, R. Venkatesan. 2006

207 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/0afd5969fdc71677d8a8ea42f6f2089f7379d8fd

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In Marketing

1. Vinay Kumar

In Organizational Behavior and Human Resource Management

1. Vinay Kumar

Citations in the corpus

• The effects of customer acquisition and retention orientations on a firm’s radical and incremental innovation performance (2011, unknown): “Customer retention The orientation that a firm takes toward deepening current customer relationships, or developing new customer relationships, has the potential to significantly impact overall firm performance (Kumar et al. 2006; Morgan and Hunt 1994; Palmatier et al. 2006).”
• A Theory of Customer Valuation: Concepts, Metrics, Strategy, and Implementation (2018, background): “…demographic variables such as household income, population density of the neighborhood, gender, age of the head of the household, marital status, education level, and so forth significantly affect future customer profitability (Kumar, George, and Pancras 2008; Kumar, Shah, and Venkatesan 2006).”