Customer Profitability: The Approach CountsCharter (1998)
AbstractThis article looks at alternative approaches to calculating customer profitability. It recommends a customer-focussed approach that takes into account the specific resources utilised to service each customer segment. In using customer profitability to make strategic and operational decisions it is vital that only costs relevant to those decisions are utilised.
- Customer Analysis,
- Customer profitability,
- Activity Based Costing,
Publication DateJuly, 1998
Citation InformationMark E Pickering. "Customer Profitability: The Approach Counts" Charter Vol. 69 Iss. 6 (1998)
Available at: http://works.bepress.com/mark_pickering/5/