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Theses

La rentabilité de la fidélisation du consommateur : 3 essais complémentaires.

Abstract : In this thesis based on works the author goes from two previous studies on the profitability of loyalty and customer potential determination to make a statement : part of the profitability of loyalty and of the potential for a brand is based on the reachable share of turnover done by the competition ; the catch rate.In this new work it is shown that the catch rate is based on the elasticity of the share of category requirement. From a review of the literature and several modeling on scanning panel data the author demonstrates on several markets that elasticity of the share of category requirement is limited and predictable.Then it’s in taking into account this small difference that a brand can estimate the “catchable” rate and therefore the profitability of loyalty and potential of a customer.
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Submitted on : Monday, October 28, 2013 - 11:58:05 AM
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Thierry Vallaud. La rentabilité de la fidélisation du consommateur : 3 essais complémentaires.. Gestion et management. Conservatoire national des arts et metiers - CNAM, 2013. Français. ⟨NNT : 2013CNAM0873⟩. ⟨tel-00877355⟩

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