Customer Profitability Analysis in Decision-Making—The Roles of Customer Characteristics, Cost Structures, and Strategizing¶
Lueg, R., & Ilieva, D. (2024). Customer Profitability Analysis in Decision-Making—The Roles of Customer Characteristics, Cost Structures, and Strategizing. PLOS ONE, 19(5).
Cited by¶
1 citation across 1 artifact.
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Mechanisms¶
- Endpoint Cost-to-Serve Analysis
- The discipline is to surface the allocation assumptions, carry the uncertainty, and treat "this segment is unprofitable" as an input to a coverage decision, not a verdict that pre-empts it
This sourceShows that customer-profitability results depend on allocation choices and should inform, not pre-empt, broader strategic decisions.
- The discipline is to surface the allocation assumptions, carry the uncertainty, and treat "this segment is unprofitable" as an input to a coverage decision, not a verdict that pre-empts it
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Registry ID ref:98ca69941212 · see in the full table