Professional Documents
Culture Documents
3:
Customer Relationship
Management
Strategies for Business
Markets
Source: Robert S. Kaplan and V.G. Narayanan, “p. 8. Measuring and Managing Customer Profitability,” Journal of Cost Management
15, No.
Fall 2017 5 (September/October
MARK 3510 2001): Professor Eugene R. Raitt 24
Customer Profitably
As mentioned previously, some customers are
profitable and some aren’t. To determine this,
we look at the cost/profitability structure with
the plan to:
High
Cost-to-Serve
SOURCE: From “Manage Customers for Profits (Not Just Sales)” by B.P. Shapiro et al., September-October 1987, p. 104, Harvard Business Review.
A B C D
SOURCE: Adapted from James C. Anderson and James A. Narus, “Partnering as a Focused Marketing Strategy,” California Management Review 33 (spring
1991)’ p. 97. Copyright © by the Regents of the University of California. Reprinted by permission of the Regents.
• Social RM Programs
• Structural RM Programs
• Financial RM Programs
• Results:
– Creating a structural bond makes it difficult for
companies to switch to competitors
Fall 2017 MARK 3510 Professor Eugene R. Raitt 55
Financial RM Programs
• Financial RM programs provide economic
benefits such as:
• Discounts
• Free shipping
• Extended payment terms
• Results:
Companies respond financially to protect customer
relationships, but they do not necessarily enhance the
relationship because all companies do it.
Fall 2017 MARK 3510 Professor Eugene R. Raitt 56
Targeting RM Programs
• Some companies are Relationship Oriented (RO),
and some are not.
– RO companies seek to develop relationships with
current or potential supplier.