Question: A Subaru representative has a solid relationship with Phil, a satisfied customer. Phil loves Subaru and will not accept anything else. The representative determines that

A Subaru representative has a solid relationship with Phil, a satisfied customer. Phil loves Subaru and will not accept anything else. The representative determines that if Phil continues to do business with Subaru every time he wants to purchase a new car, his total value to the company would be $

350, 000 .

This includes purchases made by customers who were referred to the firm by Phil. The Subaru representative has calculated Phil's

.

commitment

.

value of referrals

.

relationship marketing

.

customer lifetime value

.

monetary and nonmonetary benefits

A Subaru representative has a solid relationship with Phil, a satisfied

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