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IMA Journal of Management Mathematics 1992 4(1):3-17; doi:10.1093/imaman/4.1.3
© 1992 by Institute of Mathematics and its Applications
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Development and use of credit profit measures for account management

MARY A. HOPPER and EDWARD M. LEWIS

Fair Isaac & Co. 120 North Redwood Drive, San Rafael, California 94903–1996, USA

Received on 1 July 1991. Improved measures of account profitability can lead to increased portfolio profitability. Improving technology makes collecting data on the account level easier. Difficulties that can be overcome include the recognition that information suitable for accounting purposes may not be adequate to determine account profitability, and the fact that new strategy designs are based on data that developed in a particular set of contexts in the past, any or all of which may be different in the future. A two-dimensional rank ordering of accounts is a powerful tool. Pitfalls in strategy development are discussed and conclusions are drawn.


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