Consider the five customer value categories discussed in the chapter. To maintain an ideal mix of customers, what strategy should a company apply to each category?
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Q7: The pharmaceutical industry discovered high referral value
Q8: From the customer's perspective, potential value depends
Q9: From the enterprise's perspective, unrealized potential value
Q10: According to the Pareto principle:
A) 80% of
Q11: RFM (recency, frequency, and monetary value) is
Q12: The goal of value differentiation is:
A) historical
Q13: The customer-strategy enterprise will focus on growing
Q14: Define the following ways of measuring customer
Q15: How do "super-growth customers" present both pitfall
Q17: Under what conditions should a customer-strategy enterprise
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