Examinando por Materia "Valor del cliente"

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  • Miniatura
    Ítem
    Incremento de ingresos a través de la administración del nivel de servicio ofrecido a los clientes. Un caso de aplicación
    (Universidad EAFIT, 2006) González Vargas, Guillermo Andrés; Universidad Nacional de Colombia
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    Ítem
    Optimización del portafolio de clientes : caso aplicado a una empresa industrial colombiana
    (Universidad EAFIT, 2024) Valencia Franco, Juan Pablo; Téllez Falla, Diego Fernando
    The portfolio theory constructed by Markowitz in 1952 has been for many years the basis for decision making in investment funds, which constantly evaluate assets and create portfolios that seek optimal performance between risk and profitability. However, in companies in the real sector these concepts have been little explored and developed. Consciously or not, every company has a portfolio, and the assets of that portfolio are its clients, which require an investment to be acquired and maintained, seeking in exchange future flows that exceed the cost of capital. The purpose of this work is to propose a methodology that allows business managers to apply these concepts in order to understand the composition of their client portfolio and make decisions that allow it to be optimized. In turn, we will test the effectiveness of this methodology in a Colombian industrial company.