Various beneficial consequences can accrue when a customer is perceived to be an attractive customer, particularly in a business-to-business context. Opinions differ as to what makes for customer attractiveness and a number of different features have been suggested as contributing to it. Currently there exists no comprehensive view of what factors constitute customer attractiveness and how this may be valued, measured and evaluated. Drawing on various facets of customer attractiveness suggested in the literature, this paper seeks to delineate the customer attractiveness construct and develop an instrument to measure it. The paper concludes by discussing how the scale developed can be used as a tool to address some critical issues in assessing customer attractiveness.

La Rocca, A., Caruana, A., Snehota, I., Measuring customer attractiveness, <<INDUSTRIAL MARKETING MANAGEMENT>>, 2012; (41): 1241-1248. [doi:10.1016/j.indmarman.2012.10.008] [http://hdl.handle.net/10807/178513]

Measuring customer attractiveness

La Rocca, Antonella;
2012

Abstract

Various beneficial consequences can accrue when a customer is perceived to be an attractive customer, particularly in a business-to-business context. Opinions differ as to what makes for customer attractiveness and a number of different features have been suggested as contributing to it. Currently there exists no comprehensive view of what factors constitute customer attractiveness and how this may be valued, measured and evaluated. Drawing on various facets of customer attractiveness suggested in the literature, this paper seeks to delineate the customer attractiveness construct and develop an instrument to measure it. The paper concludes by discussing how the scale developed can be used as a tool to address some critical issues in assessing customer attractiveness.
2012
Inglese
La Rocca, A., Caruana, A., Snehota, I., Measuring customer attractiveness, <<INDUSTRIAL MARKETING MANAGEMENT>>, 2012; (41): 1241-1248. [doi:10.1016/j.indmarman.2012.10.008] [http://hdl.handle.net/10807/178513]
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Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/10807/178513
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