Case Study: When You Have to Choose Between Core and New Customers: An extreme sports company considers a VIP tier

Case Study: When You Have to Choose Between Core and New Customers: An extreme sports company considers a VIP tier

Author: 
Bertini, Marco
Publisher: 
Harvard Business School Press
Date published: 
2017
Record type: 
Responsibility: 
Tavassoli, Nader, jt. author
Journal Title: 
Harvard Business Review
Source: 
Harvard Business Review, Vol. 95, No. 5, September-October 2017, pp. 143-147
Abstract: 

The article discusses the relationship between the expansion of a business and its efforts to retain the loyalty of its core consumers, through offering a case study of a fictionalized running race company. An overview of challenges encountered by businesses in organizing running race events, including in regard to customers' waiting to register, registration fees and online registration, is provided.

Language: 

CITATION: Bertini, Marco. Case Study: When You Have to Choose Between Core and New Customers: An extreme sports company considers a VIP tier . : Harvard Business School Press , 2017. Harvard Business Review, Vol. 95, No. 5, September-October 2017, pp. 143-147 - Available at: http://library.au.int/case-study-when-you-have-choose-between-core-and-new-customers-extreme-sports-company-considers-vip