Used the customer portfolio management model and proposed a method that enable companies to define the value of customers and segment these customers into portfolios.
Developed a Six-Pack portfolio that is a useful tool for managers to achieve a better understanding of their customer portfolio and the business potential of this customer portfolio.Analysis for risk adjusted value of the firm’s customer portfolioDeveloped a buying-behavior-based framework suitable for micro segmenting customers in mature industrial markets.This model focuses on customer only as a profit center and they are categorized only according to their profitability. Fiocca (1982) proposed a two-step customer portfolio analysis. Fiocca explained various factors associated with the customer buying behavior and supplier relationships.
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