Reichheld and Sasser (1990) have suggested that annual profits per customer increase every year over seven years because of various factors.Which of the following is NOT one of the factors that they discovered created incremental profits?

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Reichheld and Sasser (1990) discovered that incremental profits over seven years were created through factors such as profit from referrals, opportunities to cross-sell other services, profit from increased purchases, and profit from reduced operating costs. However, increased sales through price discounts to customers is not one of the factors they identified.

Reichheld and Sasser (1990) Have Suggested That Annual Profits Per