Mircea Andrei SCRIDON (Babes-Bolyai University, Cluj-Napoca, Romania)
Abstract
In any industry, the first step to finding and creating profitable customers is determining what drives profitability. This leads to better prospecting and more successful customer relationship management. Any company can segment and profile their customer base to uncover those profit drivers using the knowledge of their customers, products, and markets. Or they can use data-driven techniques to find natural clusters in their customer or prospect base. Whatever the method, the process will lead to kn
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Article provided by University of Craiova, Faculty of Economics and Business Administration in its journal Management & Marketing.
Volume (Year): 1 (2008) Issue (Month): 6 (November) Pages: 175-184 Download reference. The following formats are available: HTML
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Find related papers by JEL classification: M30 - Business Administration and Business Economics; Marketing; Accounting - - Marketing and Advertising - - - General