Managing Customers as Investments: The Strategic Value of Customers in the Long Run

4 avg rating
( 4 ratings by GoodReads )
 
9780132161619: Managing Customers as Investments: The Strategic Value of Customers in the Long Run

What's a customer really worth? Can you find out, without endlesslycomplex modeling? And once you know, what should you do with thatknowledge? Managing Your Customers as Investments has the answers.You'll learn simple ways to get reliable customer value information--ina form you can use. You'll discover how to use it to measure marketingeffectiveness, generate improvements throughout the entire customerrelationship lifecycle, and improve decision-making. Everyone tells youto manage your business around customers. This book gives you the toolsto do it.

"synopsis" may belong to another edition of this title.

About the Author:

About the Authors

SUNIL GUPTA is Meyer Feldberg Professor of Business at the Columbia Business School, Columbia University, New York. He has also taught at UCLA and the Harvard Business School; conducted seminars and consulted with companies worldwide; appeared on CNN, BBC, and PBS; and been quoted in publications, including The New York Times,The Financial Times, and The Washington Post.

Gupta's expertise is in marketing strategy, pricing, and customer management. He has published extensively on these topics. His research papers have won several awards. He serves on the editorial boards of six journals.

He is the cofounder and president of the EX Group, a strategic consulting group that specializes in customer management. He also served as an academic trustee of the Marketing Science Institute. He holds an MBA from Indian Institute of Management and a Ph.D. from Columbia University.

DONALD R. LEHMANN is George E. Warren Professor of Business at the Columbia Business School, Columbia University, New York. His research interests include modeling individual and group decision-making, empirical generalizations and meta-analysis, the introduction and adoption of new products and innovations, and measuring the value of marketing assets such as brands and customers. He has taught courses in marketing, management, and statistics at Columbia and has also taught at Cornell, Dartmouth, New York University, and the University of Pennsylvania.

Lehmann has published in and served on the editorial boards of several journals and was founding editor of Marketing Letters. His books include Market Research and Analysis,Analysis for Marketing Planning,Product Management, and Meta-Analysis in Marketing.

He served as executive director of the Marketing Science Institute and as president of the Association for Consumer Research. He is the recipient of many awards, including the 2000 Paul D. Converse award and the AMA McGraw Hill-Irwin distinguished marketing educator award. He holds an M.S.I.A. and Ph.D. from the Krannert School of Purdue University.

Gupta and Lehmann, along with Joel Steckel, are coauthors of Marketing Research.


© Copyright Pearson Education. All rights reserved.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

Gupta, Sunil; Lehmann, Donald
ISBN 10: 0132161613 ISBN 13: 9780132161619
New Quantity Available: 5
Seller
GreatBookPrices
(Columbia, MD, U.S.A.)
Rating
[?]

Book Description Book Condition: New. Bookseller Inventory # 10089237-n

More Information About This Seller | Ask Bookseller a Question

Buy New
18.66
Convert Currency

Add to Basket

Shipping: 2.13
Within U.S.A.
Destination, Rates & Speeds

2.

Gupta, Sunil; Lehmann, Donald
Published by Pearson Education (US), United States (2010)
ISBN 10: 0132161613 ISBN 13: 9780132161619
New Paperback Quantity Available: 1
Seller
The Book Depository US
(London, United Kingdom)
Rating
[?]

Book Description Pearson Education (US), United States, 2010. Paperback. Book Condition: New. Reprint. 231 x 160 mm. Language: English . Brand New Book. What s a customer really worth? Can you find out, without endlesslycomplex modeling? And once you know, what should you do with thatknowledge? Managing Your Customers as Investments has the answers.You ll learn simple ways to get reliable customer value information--ina form you can use. You ll discover how to use it to measure marketingeffectiveness, generate improvements throughout the entire customerrelationship lifecycle, and improve decision-making. Everyone tells youto manage your business around customers. This book gives you the toolsto do it. Bookseller Inventory # AAS9780132161619

More Information About This Seller | Ask Bookseller a Question

Buy New
22.53
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

3.

Gupta, Sunil; Lehmann, Donald
Published by Prentice Hall
ISBN 10: 0132161613 ISBN 13: 9780132161619
New Quantity Available: > 20
Seller
INDOO
(Avenel, NJ, U.S.A.)
Rating
[?]

Book Description Prentice Hall. Book Condition: New. Brand New. Bookseller Inventory # 0132161613

More Information About This Seller | Ask Bookseller a Question

Buy New
19.73
Convert Currency

Add to Basket

Shipping: 2.83
Within U.S.A.
Destination, Rates & Speeds

4.

Gupta, Sunil; Lehmann, Donald
ISBN 10: 0132161613 ISBN 13: 9780132161619
New Softcover Quantity Available: 3
Seller
VNHM SHOP
(Pompano Beach, FL, U.S.A.)
Rating
[?]

Book Description Softcover. Book Condition: New. New. This item is new unopened, never used and still in its original manufacturer condition. Tracking number will be provided to you so that you may track your order (for all USA orders). Bookseller Inventory # 115054106

More Information About This Seller | Ask Bookseller a Question

Buy New
24.26
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

5.

Gupta, Sunil; Lehmann, Donald
Published by FT Press
ISBN 10: 0132161613 ISBN 13: 9780132161619
New PAPERBACK Quantity Available: > 20
Seller
Movie Mars
(Indian Trail, NC, U.S.A.)
Rating
[?]

Book Description FT Press. PAPERBACK. Book Condition: New. 0132161613 Brand New Book. Ships from the United States. 30 Day Satisfaction Guarantee!. Bookseller Inventory # 15397783

More Information About This Seller | Ask Bookseller a Question

Buy New
22.48
Convert Currency

Add to Basket

Shipping: 3.22
Within U.S.A.
Destination, Rates & Speeds

6.

Gupta, Sunil; Lehmann, Donald
Published by Pearson Education (US), United States (2010)
ISBN 10: 0132161613 ISBN 13: 9780132161619
New Paperback Quantity Available: 1
Seller
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description Pearson Education (US), United States, 2010. Paperback. Book Condition: New. Reprint. 231 x 160 mm. Language: English . Brand New Book. What s a customer really worth? Can you find out, without endlesslycomplex modeling? And once you know, what should you do with thatknowledge? Managing Your Customers as Investments has the answers.You ll learn simple ways to get reliable customer value information--ina form you can use. You ll discover how to use it to measure marketingeffectiveness, generate improvements throughout the entire customerrelationship lifecycle, and improve decision-making. Everyone tells youto manage your business around customers. This book gives you the toolsto do it. Bookseller Inventory # AAS9780132161619

More Information About This Seller | Ask Bookseller a Question

Buy New
27.06
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

7.

Gupta, Sunil; Lehmann, Donald
Published by FT Press (2005)
ISBN 10: 0132161613 ISBN 13: 9780132161619
New Softcover Quantity Available: 1
Seller
Book Deals
(Lewiston, NY, U.S.A.)
Rating
[?]

Book Description FT Press, 2005. Book Condition: New. Brand New, Unread Copy in Perfect Condition. A+ Customer Service! Summary: What's a customer really worth? Can you find out, without endlesslycomplex modeling? And once you know, what should you do with thatknowledge? Managing Your Customers as Investments has the answers.You'll learn simple ways to get reliable customer value information--ina form you can use. You'll discover how to use it to measure marketingeffectiveness, generate improvements throughout the entire customerrelationship lifecycle, and improve decision-making. Everyone tells youto manage your business around customers. This book gives you the toolsto do it. Bookseller Inventory # ABE_book_new_0132161613

More Information About This Seller | Ask Bookseller a Question

Buy New
28.59
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

8.

Gupta, Sunil; Lehmann, Donald
Published by FT Press (2005)
ISBN 10: 0132161613 ISBN 13: 9780132161619
New Paperback Quantity Available: 5
Seller
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description FT Press, 2005. Paperback. Book Condition: New. Bookseller Inventory # BKTY9780132161619

More Information About This Seller | Ask Bookseller a Question

Buy New
26.09
Convert Currency

Add to Basket

Shipping: 3.22
Within U.S.A.
Destination, Rates & Speeds

9.

Gupta, Sunil; Lehmann, Donald
Published by FT Press (2005)
ISBN 10: 0132161613 ISBN 13: 9780132161619
New Paperback Quantity Available: 1
Seller
Irish Booksellers
(Rumford, ME, U.S.A.)
Rating
[?]

Book Description FT Press, 2005. Paperback. Book Condition: New. book. Bookseller Inventory # 0132161613

More Information About This Seller | Ask Bookseller a Question

Buy New
32.13
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

10.

Gupta, Sunil; Lehmann, Donald
Published by Pearson Prentice Hall (2005)
ISBN 10: 0132161613 ISBN 13: 9780132161619
New Paperback Quantity Available: 1
Seller
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description Pearson Prentice Hall, 2005. Paperback. Book Condition: New. 1. Bookseller Inventory # DADAX0132161613

More Information About This Seller | Ask Bookseller a Question

Buy New
31.25
Convert Currency

Add to Basket

Shipping: 3.22
Within U.S.A.
Destination, Rates & Speeds

There are more copies of this book

View all search results for this book