Of the four archetypal customers, those classified as "wealthy and demanding" are the most profitable because they are willing to pay high prices.
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Q5: Once a customer has been identified as
Q6: Once identified, "business-value-added activities" and the costs
Q7: Joe, who is 6-feet and 6-inches tall,
Q8: Innovative firms that have created a significant
Q9: Newly acquired customers are likely to be
Q11: A "passive customer" is relatively insensitive to
Q12: Lifetime profitability should be the basis for
Q13: When performing a customer profit variance analysis,
Q14: A favorable customer market share variance and
Q15: Nonfinancial measures of performance in the customer
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