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Measuring risk and returns in the customer portfolio

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2005Customer relationship management research (1992‐2002)407 cited
2012Performance Implications of CRM Technology Use: A Multilevel Field Study of Business Customers and Their Providers in the Telecommunications Industry63 cited
2013Developing customised CRM projects: The role of industry norms, organisational context and customer expectations on CRM implementation48 cited
2008

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Znaczenie relacji z klientami w procesie kształtowania wartości przedsiębiorstwa

38 cited

2008Valuing Customer Portfolios under Risk-Return-Aspects: A Model-based Approach and its Application in the Financial Services Industry33 cited

2022Applying hybrid machine learning algorithms to assess customer risk-adjusted revenue in the financial industry33 cited

2013Relationship Characteristics and Cash Flow Variability33 cited

2005Developing retention strategies based on customer profitability in telecommunications: An empirical study27 cited

2004Strategic risk: am I doing ok?18 cited

2007Pharmaceutical marketing through the customer portfolio: Institutional influence and adaptation17 cited

2009Customer equity: a creative tool for SMEs in the services industry16 cited

2008How to diagnose business-to-business relationships by mapping negative incidents14 cited

2021Integrating dynamic segmentation and portfolio theories for better customer portfolio performance13 cited

2010Customer portfolio management in e‐commerce: an analytical model for optimization13 cited

2013Managing portfolios of interconnected customers: evidence from Russian B2B market12 cited