Customer accounting and free return policies of retailers

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This case study deals with a retail company. It illustrates how the use of customer accounting can improve its profitability and reshape customer relationships. The case also discusses parameters of appropriate transfer pricing and incentive systems. Students can use this case as an illustrative example in class and use the open-ended questions to reflect on the managerial implications.
Original languageEnglish
JournalInternational Journal of Business Research
Issue number1
Pages (from-to)89-94
Number of pages6
Publication statusPublished - 03.2020

    Research areas

  • Management studies - activity-based costing, Customer Profitability, target setting, teaching notes, transfer pricing