1 Journal of Marketing Management, Vol.24, Nos.7-8, September 2008, Pp.847-864 Determining the indirect value of a customer Professor Lynette Ryals, MA (Oxon), MBA, PhD, FSIP Professor of Strategic Sales and Account Management Centre for Advanced Research in Marketing Cranfield School of Management Cranfield University Cranfield Bedford MK43 0AL* Tel: 01234 751122 Fax: 01234 752158 email: lynette.ryals@cranfield.ac.uk * Address for correspondence Submitted to: Journal of Marketing Management…
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