L’analisi del portafoglio-clienti in aziende vitivinicole
This article proposes a method for analysing buying behaviour of professional customers of wine producer farms. It stars from presentation of the models of analysis of customers portfolios in literature. As second step it contains a bivariate model for study the dynamic of takings of farms, and, as third step, it applies the model to a sample of farms. The main results is that a great variation of individual purchase of costumers can occurs, also when the total level of farm takings presents small positive or negative changes. It suggests that farms have to implement differentiate strategies to the customers following different behaviour of buying.
Volume (Year): 12 (2010)
Issue (Month): 3 ()
|Contact details of provider:|| Web page: http://www.francoangeli.it/riviste/sommario.asp?IDRivista=87|
|Order Information:|| Web: http://www.francoangeli.it/riviste/Elenco_Prodotti.aspx?startCode=DC Email: |
When requesting a correction, please mention this item's handle: RePEc:fan:ecaqec:v:html10.3280/ecag2010-003003. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Angelo Ventriglia)
If references are entirely missing, you can add them using this form.