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The Value of Passenger Car Customers

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Customer Retention in the Automotive Industry

Abstract

An essential task in the automotive industry is the identification of customer potentials. Since a large amount of money is spent for establishing and maintaining relationships, it is important to know how profitable these relationships are. A marketing manager should encourage all profitable relations to prevent customer migration and relinguish all loss-making customer relations, or change them so that a positive benefit can be obtained.

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Authors
  1. Andreas Herrmann
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  2. Ralph Fürderer
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Editor information

Editors and Affiliations

  1. National Quality Research Center, University of Michigan Business School, USA

    Michael D. Johnson (Professor of Marketing, Member of the Advisory Board) (Professor of Marketing, Member of the Advisory Board)

  2. CTcon, Management Consulting, Vallendar, Germany

    Michael D. Johnson (Professor of Marketing, Member of the Advisory Board) (Professor of Marketing, Member of the Advisory Board)

  3. University of Mainz, Germany

    Andreas Herrmann (Professor of Management, Member of the Advisory Board) (Professor of Management, Member of the Advisory Board)

  4. CTcon, Management Consulting, Vallendar, Germany

    Andreas Herrmann (Professor of Management, Member of the Advisory Board) (Professor of Management, Member of the Advisory Board)

  5. University of Mannheim, Germany

    Frank Huber Ph.D. (Student in Marketing at the chair of Professor Hans H. Bauer) (Student in Marketing at the chair of Professor Hans H. Bauer)

  6. Quality Technology and Management, University of Linköping, Sweden

    Anders Gustafsson (Associate Professor) (Associate Professor)

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© 1997 Betriebswirtschaftlicher Verlag Dr. Th. Gabler GmbH, Wiesbaden

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Herrmann, A., Fürderer, R. (1997). The Value of Passenger Car Customers. In: Johnson, M.D., Herrmann, A., Huber, F., Gustafsson, A. (eds) Customer Retention in the Automotive Industry. Gabler Verlag. https://doi.org/10.1007/978-3-322-84509-2_14

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  • DOI: https://doi.org/10.1007/978-3-322-84509-2_14

  • Publisher Name: Gabler Verlag

  • Print ISBN: 978-3-322-84511-5

  • Online ISBN: 978-3-322-84509-2

  • eBook Packages: Springer Book Archive

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