California State University, San Bernardino CSUSB ScholarWorks Theses Digitization Project John M. Pfau Library 2004 Customer relationship management: A financial perspective Dwain Eldred Lowther Follow this and additional works at: https://scholarworks.lib.csusb.edu/etd-project Part of the Business Administration, Management, and Operations Commons Recommended Citation Lowther, Dwain Eldred, "Customer relationship management: A financial perspective" (2004). Theses Digitization Project. 2694. https://scholarworks.lib.csusb.edu/etd-project/2694 This Project is brought to you for free and open access by the John M. Pfau Library at CSUSB ScholarWorks. It has been accepted for inclusion in Theses Digitization Project by an authorized administrator of CSUSB ScholarWorks. For more information, please contact
[email protected]. CUSTOMER RELATIONSHIP MANAGEMENT A FINANCIAL PERSPECTIVE A Project Presented to the Faculty of California State University, San Bernardino In Partial Fulfillment of the Requirements for the Degree Master of Business Administration by Dwain Eldred Lowther June 2004 CUSTOMER RELATIONSHIP MANAGEMENT A FINANCIAL PERSPECTIVE A Proj ect Presented to the Faculty of California State University, San Bernardino by Dwain Eldred Lowther June 2004 Approved by: C.E. Tapie Xohm,X1 'Ph.Dy, Information & Decision Sciences Information & Decision Patrick S. Mclnturff ,/Ph.D. , Department Chair, Management ABSTRACT In an era of increasing competition in the financial services industry, it is imperative that strategic planners, operations personnel and line employees have at their disposal the ability to.call upon information not only about groups of customers, but specific individual customers as well. Providing this sort of analysis at the customer level with any degree of precision requires a great deal of information, and the wherewithal to collect and collate that 'information in a way that can be made easily accessible to the lay or unsophisticated reader.