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Research papers

Managing customer relationship profitability

This paper focuses on customer relationships in retail banking. Understanding customer relationships and especially the profitability of them requires the development of new concepts and tools. The paper discusses some concepts and tools available to...

Catalogue: Seminar 1994: Banking And Insurance- From Recession To Recovery
Authors: Kaj Storbacka, Aulikki Luukinen
June 15, 1994
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Citation

Storbacka and Luukinen (1994a, June 15). Managing customer relationship profitability. ANA - ESOMAR. Retrieved December 11, 2024, from


https://ana.esomar.org/documents/managing-customer-relationship-profitability


Research papers

Monitoring the customer base to achieve profitability

This paper deals with profitability enhancement in retail banking. More explicitly we will focus on how banks can gain understanding of customer bases in order to enhance profits. We will argue for proper segmentation approaches, where profitability...

Catalogue: Seminar 1992: Banking And Insurance- Pressure On Profits, Pressure On Research
Authors: Mikael Paltschik, Kaj Storbacka
June 15, 1992
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Citation

Paltschik and Storbacka (1992a, June 15). Monitoring the customer base to achieve profitability. ANA - ESOMAR. Retrieved December 11, 2024, from


https://ana.esomar.org/documents/monitoring-the-customer-base-to-achieve-profitability