In recent years, several authors have developed models that focus on the allocation of scarce marketing resourcesbased on customer lifetime value (CLV). These approaches use CLV to develop a rank order of customers andrecommend devoting more resources to customers with higher ranks. However, it...

Purpose – The management of unprofitable customer relationships and particularly their abandonment is a topic that has received increasing interest among practitioners and researchers over recent years. Within this manuscript, the authors aim to analyze the impact of unprofitable customer...