Abstract
Segmentation has never been an important subject for European energy companies. However, the current liberalisation process forces energy companies to work in a more customer- and market-focused way and, simultaneously, to improve their financial performance. This calls for new, more commercial, competences. Significant examples of this are segmentation and customer value management. Customer value management is the link between customer needs and companies' financial result and is therefore crucial to the success of the company.
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Boersma, M., Vos-van Gool, M. (2008). Customer Segmentation in the Utility Industry. In: Bausch, A., Schwenker, B. (eds) Handbook Utility Management. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-540-79349-6_33
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DOI: https://doi.org/10.1007/978-3-540-79349-6_33
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