Targting revenue leaders for a new product (Record no. 11992)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 00964npc a2200169Ia 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 140613s2013 xx 000 0 und d |
| 060 ## - NATIONAL LIBRARY OF MEDICINE CALL NUMBER | |
| Classification number | 658.8 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | HAENLEIN, MICHAEL |
| 245 ## - TITLE STATEMENT | |
| Title | Targting revenue leaders for a new product |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Date of publication, distribution, etc. | 2013 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 65-80 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Historically, when targeting potential adopters of a new product, firms have tended to focus first on people with disproportional effect on others, often labeled opinion leaders. The authors highlight the benefit of targeting customers with highlifetime value (CLV), or revenue leaders. The authors argue that targeting revenue leaders can create high value both by accelerating adoption among these customers and because of the higher than average value that revanue leaders generate byaffecting other customers with similarly high CLV. |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | MARKETING |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | LIBAI, BARAK |
| 773 ## - HOST ITEM ENTRY | |
| Other item identifier | P14948 |
| Note | M |
| Host Itemnumber | 27732 |
| Host Biblionumber | 11181 |
| Title | JOURNAL OF MARKETING |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Articles |
No items available.