Transcription of Customer Stratification: Understanding Customer Profitability
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Customer Stratification: Understanding Customer Profitability
1 Abstract Number: 007-0065 Abstract Title: Customer stratification : Understanding Customer Profitability Author Information: 1) Arunachalam Narayanan Department of Industrial Distribution, Texas A&M University MS 3367, TAMU, College Station, TX, 77843 979-845-1462 2) F. Barry Lawrence Department of Industrial Distribution, Texas A&M University MS 3367, TAMU, College Station, TX, 77843 979-845-1463 3) Brijesh Rao Department of Industrial Distribution, Texas A&M University MS 3367, TAMU, College Station, TX, 77843 979-847-9074 4) Pradip Krishnadevarajan Department of Industrial Distribution, Texas A&M University MS 3367, TAMU, College Station, TX, 77843 979-458-3029 2 Customer stratification : Understanding Customer Profitability Abstract.
Customer segmentation approaches are used in revenue management models of airlines, hotels and retail chains (Bitran and Caldentey, 2003). In 2004, Best Buy, the leading
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