Author Profile
Bendle, Neil
Customer Profitability (RUSSIAN)
Farris, Paul W. Pfeifer, Phillip E. Bendle, Neil
M-0955 | Published December 28, 2013 | 15 pages Technical Note
Collection: Darden School of Business
This is a Russian translation of the June 24, 2005 version of UVA-M-0718. This technical note defines, describes, and illustrates the most common metrics marketers used to monitor and manage customer... Read More
Customer Profit
Pfeifer, Phillip E. Farris, Paul W. Bendle, Neil
M-0799 | Published April 20, 2011 | 9 pages Technical Note
Collection: Darden School of Business
This technical note introduces important metrics firms use to monitor customer relationships. The note begins by discussing how to count the firms' customers and keep track of their activity using the... Read More
Customer Lifetime Value
Pfeifer, Phillip E. Farris, Paul W. Bendle, Neil
M-0800 | Published April 20, 2011 | 9 pages Technical Note
Collection: Darden School of Business
This technical note introduces important metrics firms use to monitor customer relationships. An important summary of customer activity is the profit the firm receives from each customer. Customer pro... Read More
Pricing Metrics and Concepts
Farris, Paul W. Pfeifer, Phillip E. Bendle, Neil
M-0723 | Published August 09, 2005 | 24 pages Technical Note
Collection: Darden School of Business
This note describes the more common methods of calculating Price Premiums (also known as Relative Prices). Students will explore Reservations Prices and % Good Value, the concepts that form the founda... Read More
Sales Force Management and Measurement
Farris, Paul W. Spekman, Robert E. Bendle, Neil Larson, Eric
M-0721 | Published July 11, 2005 | 13 pages Technical Note
Collection: Darden School of Business
This note describes the metrics that are used to monitor sales-force efficiency and effectiveness. It addresses sales territories, sales potential, and territory changes, as well as forecasting and me... Read More
Customer Profitability
Farris, Paul W. Pfeifer, Phillip E. Bendle, Neil
M-0718 | Published June 24, 2005 | 15 pages Technical Note
Collection: Darden School of Business
This technical note defines, describes, and illustrates the most common metrics marketers used to monitor and manage customer relationships. Among the metrics covered are customer counts, recency, ret... Read More