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Chapter 2. Walking a Mile in the Custome... > Predicting the Success of the Custom...

Predicting the Success of the Customer Relationship

Relationships between customers and merchants are very much like other typical relationships between people. Understanding what makes a relationship successful with your employees, spouse, children, or co-workers helps you determine how to measure a good relationship with a customer.

Relationship studies conducted by the University of Denver indicate that marital failure is predictable to a surprising degree. This means that, for many couples, the seeds of divorce are present prior to marriage. The study was grounded in understanding how to prevent marital failure and determining how prediction can lead to better interventions designed to help couples reduce the risk of divorce.


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