Firing the right customers is good business

• Verfasst von: Pedersen, Carsten [VerfasserIn]
• Verfasst von: Ritter, Thomas [VerfasserIn]
• Titel: Firing the right customers is good business
• Titelzusatz: not every customer is an asset to your company, but determining who to cull, and how, can be a challenge
• Verf.angabe: Carsten Pedersen, Thomas Ritter
• Ausgabe: [First edition].
• Verlagsort: [Cambridge, Massachusetts]
• Verlag: MIT Sloan Management Review
• Jahr: 2024
• Umfang: 1 online resource (6 pages)
• Fussnoten: Reprint #65328. - Includes bibliographical references
• Datenträger: Online-Ressource
• Sprache: eng
• Sach-SW: Marketing
• Sach-SW: Vente ; Droit
• Sach-SW: marketing
• K10plus-PPN: 188500723X
• K10plus-PPN:
  Universitätsbibliothek
• Lokale URL UB: Zum Volltext
• Lokale URL UB: Bibliothek der Medizinischen Fakultät Mannheim der Universität Heidelberg
• Bibliothek/Idn: UW / m4507215617
• Lokale URL Inst.: Zum Volltext

Abstract

Choosing to deliberately lose a customer might violate prevailing wisdom, but not all customers are good for your business. The authors suggest that business leaders should focus on customer needs, behavior, and value when deciding which customers to cull in order to improve profitability and better serve other customers. They also describe the pros and cons of different approaches to ending customer relationships.