{"id":"https://openalex.org/W2001869907","doi":"https://doi.org/10.1080/1051712x.2011.593022","title":"Uncovering Customer Profitability Segments for Business Customers","display_name":"Uncovering Customer Profitability Segments for Business Customers","publication_year":2012,"publication_date":"2012-01-01","ids":{"openalex":"https://openalex.org/W2001869907","doi":"https://doi.org/10.1080/1051712x.2011.593022","mag":"2001869907"},"language":"en","primary_location":{"id":"doi:10.1080/1051712x.2011.593022","doi":"https://doi.org/10.1080/1051712x.2011.593022","is_oa":false,"landing_page_url":"https://doi.org/10.1080/1051712x.2011.593022","pdf_url":null,"source":{"id":"https://openalex.org/S139478629","display_name":"Journal of Business-to-Business Marketing","issn_l":"1051-712X","issn":["1051-712X","1547-0628"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-b","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-40","russia-white-list-1"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Business-to-Business Marketing","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5102928183","display_name":"Tanya Mark","orcid":"https://orcid.org/0000-0003-4609-6047","observed_orcids":["https://orcid.org/0000-0003-4609-6047"]},"institutions":[{"id":"https://openalex.org/I79817857","display_name":"University of Guelph","ror":"https://ror.org/01r7awg59","country_code":"CA","type":"education","lineage":["https://openalex.org/I79817857"]}],"countries":["CA"],"is_corresponding":true,"raw_author_name":"Tanya Mark","raw_affiliation_strings":["University of Guelph, Guelph, Ontario, Canada"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"University of Guelph, Guelph, Ontario, Canada","institution_ids":["https://openalex.org/I79817857"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5039874922","display_name":"Rakesh Niraj","orcid":"https://orcid.org/0000-0003-3076-1938","observed_orcids":["https://orcid.org/0000-0003-3076-1938"]},"institutions":[{"id":"https://openalex.org/I58956616","display_name":"Case Western Reserve University","ror":"https://ror.org/051fd9666","country_code":"US","type":"education","lineage":["https://openalex.org/I58956616"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Rakesh Niraj","raw_affiliation_strings":["Weatherhead School of Management, Case Western Reserve University, Cleveland, Ohio, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Weatherhead School of Management, Case Western Reserve University, Cleveland, Ohio, USA","institution_ids":["https://openalex.org/I58956616"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5073336210","display_name":"Niraj Dawar","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I125749732","display_name":"Western University","ror":"https://ror.org/02grkyz14","country_code":"CA","type":"education","lineage":["https://openalex.org/I125749732"]},{"id":"https://openalex.org/I4405252500","display_name":"Ivey Business School","ror":"https://ror.org/05esnc164","country_code":"CA","type":"education","lineage":["https://openalex.org/I125749732","https://openalex.org/I4405252500"]}],"countries":["CA"],"is_corresponding":false,"raw_author_name":"Niraj Dawar","raw_affiliation_strings":["Richard Ivey School of Business, University of Western Ontario, London, Ontario","Richard Ivey School of Business, University of Western Ontario, London, Ontario#TAB#"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Richard Ivey School of Business, University of Western Ontario, London, Ontario","institution_ids":["https://openalex.org/I125749732","https://openalex.org/I4405252500"]},{"raw_affiliation_string":"Richard Ivey School of Business, University of Western Ontario, London, Ontario#TAB#","institution_ids":["https://openalex.org/I125749732","https://openalex.org/I4405252500"]}]}],"institutions":[],"countries_distinct_count":2,"institutions_distinct_count":4,"corresponding_author_ids":["https://openalex.org/A5102928183"],"corresponding_institution_ids":["https://openalex.org/I79817857"],"apc_list":null,"apc_paid":null,"fwci":3.6469,"has_fulltext":false,"cited_by_count":16,"citation_normalized_percentile":{"value":0.93291384,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":88,"max":97},"biblio":{"volume":"19","issue":"1","first_page":"1","last_page":"32"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12384","display_name":"Customer churn and segmentation","score":0.9854000210762024,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T12384","display_name":"Customer churn and segmentation","score":0.9854000210762024,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.01360000018030405,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.0003000000142492354,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/customer-profitability","display_name":"customer profitability","score":0.9829999804496765},{"id":"https://openalex.org/keywords/customer-segmentation","display_name":"customer segmentation","score":0.7839999794960022},{"id":"https://openalex.org/keywords/corporate-customers","display_name":"corporate clients","score":0.7089999914169312},{"id":"https://openalex.org/keywords/relationship-marketing","display_name":"relationship marketing","score":0.8899999856948853},{"id":"https://openalex.org/keywords/consumer-behavior","display_name":"consumer behavior","score":0.8040000200271606},{"id":"https://openalex.org/keywords/relationship-duration","display_name":"relationship duration","score":0.5630000233650208},{"id":"https://openalex.org/keywords/activity-based-costing","display_name":"activity-based costing","score":0.8009999990463257},{"id":"https://openalex.org/keywords/mixture-models","display_name":"mixture models","score":0.8379999995231628},{"id":"https://openalex.org/keywords/industrial-markets","display_name":"industrial markets","score":0.8220000267028809},{"id":"https://openalex.org/keywords/transaction-data","display_name":"transaction data","score":0.7139999866485596}],"concepts":[{"id":"https://openalex.org/C129361004","wikidata":"https://www.wikidata.org/wiki/Q2470236","display_name":"Profitability index","level":2,"score":0.8870524168014526},{"id":"https://openalex.org/C53878828","wikidata":"https://www.wikidata.org/wiki/Q5196468","display_name":"Customer profitability","level":5,"score":0.7949966192245483},{"id":"https://openalex.org/C125308379","wikidata":"https://www.wikidata.org/wiki/Q363057","display_name":"Market segmentation","level":2,"score":0.6447564959526062},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.6433535814285278},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.6246209144592285},{"id":"https://openalex.org/C130721881","wikidata":"https://www.wikidata.org/wiki/Q1146253","display_name":"Customer lifetime value","level":5,"score":0.506655752658844},{"id":"https://openalex.org/C101276457","wikidata":"https://www.wikidata.org/wiki/Q5196474","display_name":"Customer retention","level":4,"score":0.4078814685344696},{"id":"https://openalex.org/C140781008","wikidata":"https://www.wikidata.org/wiki/Q1221081","display_name":"Service quality","level":3,"score":0.07816264033317566},{"id":"https://openalex.org/C10138342","wikidata":"https://www.wikidata.org/wiki/Q43015","display_name":"Finance","level":1,"score":0.0},{"id":"https://openalex.org/C2780378061","wikidata":"https://www.wikidata.org/wiki/Q25351891","display_name":"Service (business)","level":2,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1080/1051712x.2011.593022","doi":"https://doi.org/10.1080/1051712x.2011.593022","is_oa":false,"landing_page_url":"https://doi.org/10.1080/1051712x.2011.593022","pdf_url":null,"source":{"id":"https://openalex.org/S139478629","display_name":"Journal of Business-to-Business Marketing","issn_l":"1051-712X","issn":["1051-712X","1547-0628"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-b","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-40","russia-white-list-1"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Business-to-Business Marketing","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":51,"referenced_works":["https://openalex.org/W22572278","https://openalex.org/W1562475576","https://openalex.org/W1587682423","https://openalex.org/W1857827794","https://openalex.org/W1919005300","https://openalex.org/W1973348356","https://openalex.org/W1973443859","https://openalex.org/W1973965508","https://openalex.org/W1987140595","https://openalex.org/W1991670833","https://openalex.org/W2003271439","https://openalex.org/W2003360213","https://openalex.org/W2003770055","https://openalex.org/W2007738521","https://openalex.org/W2015254738","https://openalex.org/W2019027618","https://openalex.org/W2029619053","https://openalex.org/W2030620032","https://openalex.org/W2032622677","https://openalex.org/W2040908169","https://openalex.org/W2047860167","https://openalex.org/W2067692974","https://openalex.org/W2072221629","https://openalex.org/W2079007181","https://openalex.org/W2081547566","https://openalex.org/W2084207749","https://openalex.org/W2094260684","https://openalex.org/W2097509383","https://openalex.org/W2097880494","https://openalex.org/W2099043863","https://openalex.org/W2104944399","https://openalex.org/W2107581815","https://openalex.org/W2112340497","https://openalex.org/W2113136459","https://openalex.org/W2127396574","https://openalex.org/W2137247419","https://openalex.org/W2137276702","https://openalex.org/W2138123110","https://openalex.org/W2156335435","https://openalex.org/W2159517094","https://openalex.org/W2159674550","https://openalex.org/W2163718798","https://openalex.org/W2168069606","https://openalex.org/W2171107095","https://openalex.org/W2183387232","https://openalex.org/W2324122684","https://openalex.org/W3122433681","https://openalex.org/W4233704721","https://openalex.org/W4244772430","https://openalex.org/W4247278159","https://openalex.org/W4298140396"],"related_works":["https://openalex.org/W1555633877","https://openalex.org/W1971836491","https://openalex.org/W7011260717","https://openalex.org/W3178125819","https://openalex.org/W2994335194","https://openalex.org/W1982115278","https://openalex.org/W2171814842","https://openalex.org/W274158043","https://openalex.org/W1595352558","https://openalex.org/W7027798683"],"abstract_inverted_index":{"Purpose:":[0],"A":[1],"central":[2],"premise":[3],"of":[4,24,32,49,75,84,132,142,161,165],"relationship":[5,26,126],"marketing":[6],"theory":[7],"is":[8],"that":[9,38,130,189,224],"economic":[10],"benefits":[11],"flow":[12],"from":[13,42],"retaining":[14],"customers.":[15],"However,":[16],"the":[17,22,25,33,36,43,59,87,136,154,159,198,202],"early":[18],"research":[19,155,177,223],"focus":[20],"on":[21,64,173,221],"duration":[23,147],"may":[27],"obscure":[28],"other":[29],"important":[30],"aspects":[31],"interaction":[34],"with":[35,122,149,180],"customer":[37,50,85,104,187,230],"drive":[39],"profitability.":[40,76,151,174],"Borrowing":[41],"branding":[44],"literature,":[45],"where":[46],"different":[47,163],"types":[48,164],"relationships":[51],"have":[52],"been":[53],"described":[54],"(but":[55],"not":[56],"empirically":[57,208],"examined),":[58],"authors":[60,88,199],"segment":[61,96],"customers":[62,97],"based":[63],"their":[65,171],"buying":[66,105,166,210,226],"behaviors":[67,211],"over":[68,107,111,168],"time":[69,108,169],"and":[70,170,207],"uncover":[71],"several":[72],"distinct":[73],"patterns":[74,167],"Methodology:":[77],"To":[78],"arrive":[79],"at":[80],"a":[81,99,112,181],"refined":[82],"measure":[83],"profitability,":[86],"allocate":[89,184],"costs":[90],"using":[91,98,192],"activity-based":[92],"costing.":[93],"They":[94,128],"then":[95],"finite":[100],"mixture":[101],"model":[102],"relating":[103],"characteristics":[106],"to":[109,183,201,228],"profitability":[110,133],"three-year":[113],"period.":[114],"Findings:":[115],"Their":[116],"analysis":[117],"yields":[118],"six":[119,137],"segments,":[120],"each":[121],"its":[123],"own":[124],"unique":[125],"profile.":[127],"find":[129],"determinants":[131],"vary":[134],"across":[135,186],"segments.":[138],"Interestingly,":[139],"in":[140,232],"none":[141],"these":[143],"segments":[144,188],"does":[145],"longer":[146],"correlate":[148],"higher":[150],"Contributions:":[152],"First,":[153],"provides":[156,178],"insight":[157],"into":[158],"importance":[160],"recognizing":[162],"impact":[172],"Second,":[175],"this":[176],"managers":[179],"method":[182],"resources":[185],"are":[190],"identifiable":[191],"readily":[193],"available":[194],"transactional":[195],"data.":[196],"Third,":[197],"contribute":[200],"segmentation":[203],"literature":[204],"by":[205],"adapting":[206],"validating":[209],"as":[212],"an":[213],"appropriate":[214],"basis":[215],"for":[216],"segmentation.":[217],"Specifically,":[218],"they":[219],"build":[220],"prior":[222],"uses":[225],"behavior":[227],"micro-segment":[229],"bases":[231],"industrial":[233],"markets.":[234]},"counts_by_year":[{"year":2026,"cited_by_count":2},{"year":2025,"cited_by_count":1},{"year":2024,"cited_by_count":2},{"year":2022,"cited_by_count":1},{"year":2021,"cited_by_count":1},{"year":2020,"cited_by_count":3},{"year":2016,"cited_by_count":2},{"year":2015,"cited_by_count":2},{"year":2014,"cited_by_count":2}],"updated_date":"2026-10-30T12:39:25.321706","created_date":"2016-06-24T00:00:00"}
