Impact of Customized and Dynamic Pricing
Customer Relationship Management at Capital One (UK)
In the beginning, all credit cards were the same. Same interest rates, same annual fee, same processes for deciding who to lend to and how much to lend. Then, as in all industries, an innovator came along and determined that a one-size-fits-all approach left room for improvement. In this Case Study by Professor Werner J. Reinartz and Ulrike Wiehr, Capital One is … [ Read more ]
Content: Case Study | Authors: Ulrike Wiehr, Werner J. Reinartz | Source: INSEAD | Subjects: Customer Related, Marketing / Sales | Industry: Finance / Banking | Company: Capital One
Customising Prices in Online Markets
Werner Reinartz describes how the online world has increased the opportunities to pursue customised pricing strategies. But there are also risks. Also includes ‘In my opinion…’ where Orestis Terzidis of SAP, Germany, says technology is no limitation to dynamic pricing, while Carl-Erik Schelleman of KLM describes the airline’s new approach.
Note: you can read the article on the web page, but for a bigger font and … [ Read more ]
Content: Article | Author: Werner J. Reinartz | Source: European Business Forum (EBF) | Subjects: Marketing / Sales, Pricing