Analysis of Customer Portfolio and Relationship Management Models: Bridging Managerial Dimensions

Rajagopal and Romulo Sanchez
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Romulo Sanchez: Institute of Technology & Higher Education ITESM , Mexico

Microeconomics from EconWPA

Abstract: This paper broadly discusses the customer portfolio theories and their implications in reference to marketing and purchasing perspectives. It provides an insight into how marketers interpret and describe companies' actions. The central theme of the paper - the tools that can be used to facilitate relationship management. The discussion in the paper provides a framework for relationship management, the central tenet of which is to enable managers to invest their resources in the most efficient and effective way. The contributions to the understanding of relationship management are critically reviewed in the following sections. The alternative models have been developed in reference to the market environment and values concepts in reference to the triadic relationship among the organization, supplier and customer has been discussed in the contemporary managerial perspectives. The paper also draws applied recommendations are made about their relevance to strategic decision making and theoretical development in the area of customer portfolio management.

Keywords: Customer portfolio; customer relationship; supplier relationship; decision making; customer value (search for similar items in EconPapers)
JEL-codes: D1 D2 D3 D4 (search for similar items in EconPapers)
Date: Written 2004-07-03
Note: Type of Document - pdf; pages: 36
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