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A portfolio approach to account profitability · Study

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ArticleA portfolio approach to account profitability

Alan J. Dubinsky1984

Article1984

A portfolio approach to account profitability

Alan J. Dubinsky · Thomas N. Ingram

54 citations·0/0 files stored·Industrial Marketing Management

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Customer churn and segmentation Customer Service Quality and Loyalty Corporate Governance and Management

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References

1970A concept of corporate planning 1981Sales force management: Planning, implementation, and control 1979Management of the sales force

Cited by

2000Wettbewerbsstrategie 2003Kundenorientiertes Rechnungswesen als Voraussetzung des Kundenbindungsmanagements 1997Bedeutende Kunden 2007Customer portfolio analysis practices in different exchange contexts 2003A portfolio approach to the development of differentiated purchasing strategies 2011A conceptualisation of supplier‐perceived value 2001Strategic assessment of the supply chain interface: a beverage industry case study 2002Wettbewerbsstrategie

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Details

Year1984

Typearticle

Published1984-02-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations54

Files0 public / 0

ShelfCustomer churn and segmentation

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doi10.1016/0019-8501(84)90006-3

openalex_workW1973124672

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