mixed material bibliography Manado PPM School Of Management 2011

16 p.: figs., tabs. refs. Recently, the more pressure of competition put more pressures to more companies to focus on the right customers to serve, besides the right products and services to provide. Therefore, the right customer relationship management execution is a compulsory for the business who has diverse customers. Without having the relevant marketing information to reveal the real performances of the customers, the company cannot decide the best treatment for the customers, even for the generic product such as poultry product. The marketing information improvement using customer-driven cost is very useful to show the different outcomes for different customers. In one hand, the company should always increase the sales; in the other hand, the temptation to increase the sales without considering the character and habit of the customers will bring the potential problem for extra excessive services and the collectability. This diversity of customers makes the difference on activities to serve them, and the cost to serve the customers as well. The application of strategic activity-based management for those diverse customers, the company has the better information that can show the customer profitability profiles for further analysis. The strategic positioning of the customers will be disclosed further by the 2X2 diagram of customer profitability and decision grid analysis. This study reveals that among those different customers’ profitability, the company is able to manage better to support the implementation of customer relationship management (CRM).<br> 20860390 Perpustakaan - Sekolah Tinggi Manajemen PPM Pusat Informasi Manajemen 41272 2014-06-13 00:00:00 2014-07-15 00:00:00 machine generated