Werner Reinartz

Summary

Affiliation: University of Cologne
Country: Germany

Publications

  1. ncbi How to sell services more profitably
    Werner Reinartz
    University of Cologne, Germany
    Harv Bus Rev 86:90-6, 129. 2008
  2. ncbi The mismanagement of customer loyalty
    Werner Reinartz
    INSEAD, Fontainebleau, France
    Harv Bus Rev 80:86-94, 125. 2002
  3. ncbi Knowing what to sell, when, and to whom
    V Kumar
    ING Center for Financial Services, University of Connecticut s School of Business, Stors, USA
    Harv Bus Rev 84:131-7, 150. 2006

Collaborators

  • V Kumar
  • Rajkumar Venkatesan

Detail Information

Publications3

  1. ncbi How to sell services more profitably
    Werner Reinartz
    University of Cologne, Germany
    Harv Bus Rev 86:90-6, 129. 2008
    ..Services can both lock in customers and help acquire new accounts. They should be developed with care and attention...
  2. ncbi The mismanagement of customer loyalty
    Werner Reinartz
    INSEAD, Fontainebleau, France
    Harv Bus Rev 80:86-94, 125. 2002
    ..And, of course, for the "strangers"--those who generate no loyalty and no profits--the answer is simple: Identify early and don't invest anything...
  3. ncbi Knowing what to sell, when, and to whom
    V Kumar
    ING Center for Financial Services, University of Connecticut s School of Business, Stors, USA
    Harv Bus Rev 84:131-7, 150. 2006
    ..What's more, using this methodology, companies can increase revenues while reducing their frequency of customer contact-evidence that overcommunication with customers may actually damage a company's sales...