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Q: Client Profitability Analysis ( Answered,   0 Comments )
Subject: Client Profitability Analysis
Category: Business and Money
Asked by: hughesjj-ga
List Price: $200.00
Posted: 22 May 2006 08:11 PDT
Expires: 21 Jun 2006 08:11 PDT
Question ID: 731286
I am looking for information and articles about "client profitability
analysis" as as a discipline.  I am most interested in this type of
analysis in the financial services industry, but I am also looking to
learn how other industries measure their financial relationships with
their clients.  For example, how does an internet based retailer
determine whether it is making a profit from any one of its client
users?  Another example is how does a financial services firm
determine whether it is making a profit from a client who makes all
types of securities trades, deposits, withdrawals, etc.  Again, I am
interested in a high-level view as well as a granular industry
specific view, and I am looking to be pointed to web sites,
periodicals, white papers, independent research, etc.

Request for Question Clarification by pafalafa-ga on 25 May 2006 04:54 PDT

Is this the sort of information you're interested in receiving...?
Customer profitability analysis: Measurement, concentration, and
research directions
Francis J. Mulhern 
Journal of Interactive Marketing
Volume 13, Issue 1 , Pages 25 - 40 
28 Feb 2000
Customer profitability analysis:: an activity-based costing approach  
Malcolm Smith, Shane Dikolli  
Journal: Managerial Auditing Journal  
Oct 1995 
Volume: 10 Issue: 7 Page: 3 - 7
Customer Profitability in a Supply Chain
Rakesh Niraj1 
Journal of Marketing
Volume: 65 Issue: 3  
July 2001 
Page(s): 1-16
Toward an Individual Customer Profitability Model: A Segment-Based Approach 
Barak Libai 
Journal of Service Research, Vol. 5, No. 1, 69-76 (2002)
The implementation of customer profitability analysis: A case study 
van Raaij E.M.; Vernooij M.J.A.; van Triest S.1
Industrial Marketing Management, Volume 32, Number 7, October 2003, pp. 573-583(11)


Please let me know if these are on target for your needs and if so,
I'll be happy to provide additional citations as an answer to your



Clarification of Question by hughesjj-ga on 25 May 2006 08:08 PDT
The abstracts you provided are exactly the type of analysis I am
looking for.  I will appreciate every reference you can offer.


Subject: Re: Client Profitability Analysis
Answered By: pafalafa-ga on 25 May 2006 09:26 PDT

Thanks for getting back to me.

Below, I have posted a list of additional references on this topic. 
They cover a very broad range of the literature, and focus (though not
exclusively) on the financial sector, and cover the 'big picture' as
well as looking at the details of individual company experiences.

The reports include journal publications and books, as well as more
commercial documents, such as consulting firm case studies.

I trust this information fully answers your question.

However, please don't rate this answer until you have everything you
need.  If there's anything more I can do for you, just post a Request
for Clarification, and I'm happy to assist you further.


The Art of Customer Profitability Analysis 
How to remove the roadblocks to learning the true value of your customers   
Tom Richebacher
April 14, 2003
Customer Profitability Analysis
Peter Santori and Bruce Nagel
Derrick's Ice-Cream Company: applying the BCG matrix in customer
profitability analysis
Malcolm Smith
The joint effects of customer profitability reports and sales support
diversity in effective customer pricing
Eddy Cardinaels
The implementation of customer profitability analysis: A case study 
Erik M. van Raaij
Industrial Marketing Management 
Volume 32, Issue 7
October 2003
Pages 573-583
Customer Profitability Analysis Reports for Resource Allocation: The
Role of Complex Marketing Environments
Volume 40, Number 2
June 2004
pp. 238-258(21)
Challenges and Opportunities of Customer Profitability Analysis
Payant, W Randall
Journal of Bank Cost & Management Accounting
Getting to Know You
Customer Profitability Analysis and Value Based Management at Barclays Bank
Régine Slagmulder 
INSEAD Case Study: Customer Profitability Analysis and Value Based
Management at Barclays Bank
Royal Bank of Canada 
Creating Profitable Relations with Small Business Clients
Régine Slagmulder , Robin Cooper 
INSEAD Case Study 
Customer profitability analysis: still the missing dimension?
An analysis of the level of customer focus in leading management
accounting textbooks.
Ken Bates
Warwick Business School,
Investment Firm Increases Productivity and Profitability with New
Network, Employee and Client Solution
Dr Yvonne Shanahan - Publications
Shanahan, Y.S., A Contingent Examination of Strategy-Cost System
Alignment: Customer Retention and Customer Profitability Analysis
[There's quite a publications list at this site, mostly focusing on
profitability analysis, with some financial studies]
Customer profitability analysis: Measurement, concentration, and
research directions
Francis J. Mulhern 
Journal of Interactive Marketing
Volume 13, Issue 1
Pages 25 - 40
28 Feb 2000
Customer lifetime value research in marketing: A review and future directions 
Dipak Jain  
Journal of Interactive Marketing
Volume 16, Issue 2
Pages 34 - 46
Mar 2002,%20Johnston%20and%20Kotchetova.pdf
Customer Profitability
Prospective vs. Retrospective Approaches in a Business-to-Business Setting
Fred A. Jacobs
Industrial Marketing Management
30, 353?363 (2001);jsessionid=iJcZ0Gj_MK9g7EHtST?cookieSet=1&journalCode=mnsc
Do Better Customers Utilize Electronic Distribution Channels? The Case
of PC Banking
Lorin M. Hitt1 
Management Science
Volume: 48 | Issue: 6  
June 2002 
Page(s): 732-748
Converting Customer Value : From Retention to Profit (Hardcover) 
by John J. Murphy
John Wiley & Sons 
December 6, 2005

Again, if there is anything else I can do for you on this, just let me know.


search strategy -- Searched Google, Google Scholar, for various
combinations of:

client profitability analysis

customer profitability analysis



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