Managing the Customer

Amiya K. Chakravarty
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Amiya K. Chakravarty: DM School of Business Northeastern University

Chapter 2 in Supply Chain Transformation, 2014, pp 27-52 from Springer

Abstract: Abstract In a competitive marketplace customers serve as an important source of revenue, which may be lost if the value created for customers is inadequate. Maximizing the fit between what is being offered and what the customers want is therefore imperative. Customer management must include the objectives of creating value for the customer while shaping their preferences, and responding to demand volatility through innovations in technology and processes.

Keywords: Supply Chain; Customer Relationship Management; Call Option; Revenue Management; Customer Segment (search for similar items in EconPapers)
Date: 2014
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sptchp:978-3-642-41911-9_2

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DOI: 10.1007/978-3-642-41911-9_2

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