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Wednesday, February 16th, 2005
Meet the Author Sunil K. Gupta: Managing Your Customers as Investments: Are your Spending More on Your Customers than They are Worth?
(Product Management Thought Leaders Series)
Sunil Gupta’s and Donal Lehmann’s approach to the valuing of customer relationships examines the cost to acquire, retain, and grow your customer base over the long term, and presents strategies that develop from this methodology. Discussions will involve:
- How to calculate the value of customers in a simple way
- How the value of customers provides the basis for marketing strategy and planning
- The importance of balancing the value of the customer to the firm with the value the firm provides to the customer
- How to use the value of the customer as a basis for firm valuation and M&A decisions
- The implications for organization and incentive structure and the limitations of product and brand management
- How to link customer value to business value
Presenter
Sunil K. Gupta, Professor of Marketing at Columbia Business
Dr. Sunil Gupta is Meyer Feldberg Professor of Business at the Columbia Business School, Columbia University, New York, where he has taught since 1990. He has also taught at UCLA and the Harvard Business School; conducted seminars and consulted with companies worldwide; appeared on CNN, BBC, and PBS; and quoted in publications including The New York Times, The Financial Times, and The Washington Post.
Professor Gupta’s expertise lies in the areas of marketing strategy, pricing, and customer management. He has published extensively on these topics. His research papers have won several awards, including the O'Dell and Paul Green awards for the Journal of Marketing Research and the best paper awards for the International Journal of Research in Marketing and Marketing Science Institute. He serves on the editorial boards of International Journal of Research in Marketing, Journal of Marketing, Journal of Marketing Research, and Marketing Science.
He is the cofounder and President of the EX Group, a strategic consulting group that specializes in customer management. He is also an academic trustee of the Marketing Science Institute. He holds an MBA from Indian Institute of Management and a Ph.D. from Columbia University.
Event Logistics
Time : 6:30 - 9:30PM Date : Wednesday, February 16th, 2005
Location: SLC Conference Center, 352 7th Ave. 16th Fl. (30 St.), New York (Midtown Manhattan near Penn Station)
Dinner : Deli Buffet Format: Networking / Presentation / Networking
Cost : $30 - PDMA, $40 - Non-Member, $15 - Student
PDH : 2 PDH
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