Contents v
Chapter 8 Customer Profitability 8.1 8.2 8.3 8.4 8.5 8.6 8.7 8.8 8.9
Glossary..... References Index
329
Introduction Acquisition Cost Cost of Default Revenue Profit The Optimum Cut-off Point Alternative Scenarios of Response and Risk Customer Lifetime Value Suggestions for Extending Results
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329 331 333 334 334 336 337 338 338
339 347 349