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How to Measure Customer Value to the Firm?

The result's identifiers

  • Result code in IS VaVaI

    <a href="https://www.isvavai.cz/riv?ss=detail&h=RIV%2F00216275%3A25310%2F07%3A00005991" target="_blank" >RIV/00216275:25310/07:00005991 - isvavai.cz</a>

  • Result on the web

  • DOI - Digital Object Identifier

Alternative languages

  • Result language

    angličtina

  • Original language name

    How to Measure Customer Value to the Firm?

  • Original language description

    The most successful marketing strategy in contemporary turbulent market environment is differentiated one-to-one marketing strategy ? differentiated CRM strategy. Application of this marketing strategy is based on using of different intensity of care about customers according to different customer value to the firm. Nowadays managers of mostly firms try to qualify the customer value to the firm only by means of customer?s sales, in some case by means of net margins of products purchased by customer. Although the major part of managers takes intuitively not only customers current benefits but their future potential into account, they do not try to quantify the customer value to the firm. This chapter deals with developing of the theoretical approach tothe estimation of customer value to the firm. On the basis of analysis and subsequent synthesis the possible approaches to customer value estimation are defined. From literature search emerged that the customer value to the firm should be

  • Czech name

    Jak měřit hodnotu zákazníka pro firmu?

  • Czech description

    Jak měřit hodnotu zákazníka pro firmu?

Classification

  • Type

    C - Chapter in a specialist book

  • CEP classification

    AH - Economics

  • OECD FORD branch

Result continuities

  • Project

    <a href="/en/project/GA402%2F06%2F0577" target="_blank" >GA402/06/0577: Increase of Company Performance Efficiency Through Differentiated CRM on a Basis of Customer Actual and Potential Value to a Company</a><br>

  • Continuities

    P - Projekt vyzkumu a vyvoje financovany z verejnych zdroju (s odkazem do CEP)

Others

  • Publication year

    2007

  • Confidentiality

    S - Úplné a pravdivé údaje o projektu nepodléhají ochraně podle zvláštních právních předpisů

Data specific for result type

  • Book/collection name

    Logistic-Marketing Aspects of the Enterprise Management

  • ISBN

    978-83-61118-00-8

  • Number of pages of the result

    364

  • Pages from-to

    260-268

  • Number of pages of the book

  • Publisher name

    Sekcja Wydawnictw Wydzialu Zarzadzania Politechniki Czestochowskiej

  • Place of publication

    Czestochowa

  • UT code for WoS chapter