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Business & Management - Marketing | Customer Relationship Management

Customer Relationship Management

Concept, Strategy, and Tools

Kumar, V., Reinartz, Werner

Original edition published by John Wiley & Sons, Inc., 2006. ISBN 0-471-27133-0

2nd ed. 2012, XXXIII, 379 p. 115 illus.

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  • This comprehensive treatment of CRM strategy, concepts, and tools provides a unified perspective. Thus the reader sees the forest AND the trees
  • Numerous cases show direct application of concepts, thus making the material highly accessible and applicable
  • The latest developments in metrics, practices, and substantive domains (e.g. multi-channel management) provide readers with the state-of-the-art on this subject

Customer relationship management (CRM) as a strategy and as a technology has gone through an amazing evolutionary journey. The initial technological approach was followed by many disappointing initiatives only to see the maturing of the underlying concepts and applications in recent years. Today, CRM represents a strategy, a set of tactics, and a technology that have become indispensible in the modern economy.

This book presents an extensive treatment of the strategic and tactical aspects of customer relationship management as we know it today. It stresses developing an understanding of economic customer value as the guiding concept for marketing decisions. The goal of the book is to serve as a comprehensive and up-to-date learning companion for advanced undergraduate students, master's degree students, and executives who want a detailed and conceptually sound insight into the field of CRM.

Content Level » Upper undergraduate

Keywords » Customer Lifetime Value - Customer Loyality - Customer Relationship Management - Database Marketing - Marketing Strategy

Related subjects » Business & Management for Professionals - Marketing

Table of contents 

Preface.- 1 The Role of CRM.- 2 Relationship Marketing.- 3 Strategic CRM.- 4 Implementing the CM Strategy.- 5 CRM Metrics.- 6 Data Mining.- 7 Using Databases.- 8 Software Tools and Dashboards.- 9 Designing Loyalty Programs.- 10 Campaign Management.- 11 CRM and Multichannel Management.- 12 Customer Management in B2B.- 13 CRM and Consumer Behavior.- 14 Application of CRM in B2B and B2B Scenarios.- 15 The Future of CRM.- Index.

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