Customer prioritization : conceptualization to international application

Gracner, Maria (author), Cadogan, John William (author), Pfajfar, Gregor (author)

This study examines customer prioritization, a strategic practice where businesses allocate resources and efforts based on customer value. While its significance in international marketing continues to grow, limited research exists on how customer prioritization is understood and applied in international firms operating across diverse cultural contexts. Addressing this gap, the study explores how international-marketing managers conceptualize customer prioritization and identifies its key components. Using a qualitative methodology, the study conducted in-depth interviews with Slovene international-marketing and sales managers from 13 export-oriented firms. Thematic analysis, guided by the Gioia methodology, identified four central themes: prioritization tactics and strategies, international customer profitability, headquarters–subsidiary relationships, and customer relationship management. The results indicate that companies adopt varied prioritization strategies influenced by factors such as product lines, customer size, industry significance, and the importance of foreign markets. Furthermore, subsidiaries play a pivotal role in collecting and relaying local market knowledge to headquarters, facilitating effective customer prioritization. This research advances the conceptual understanding of customer prioritization as a dynamic capability that shapes customer relationship management strategies in international firms and can enhance profitability in foreign markets.

• Language: English
• Keywords: customer prioritization, customer value management, relationship marketing, international marketing, headquarters–subsidiary relationships, profitability
• Work type: Article
• Typology: 1.01 - Original Scientific Article
• Organization: EF - School of Economics and Business
• Publication status: Published
• Publication version: Version of Record
• Year: 2025
• Number of pages: Str. 80-101
• Numbering: Vol. 27, iss. 2, article no. 1
• PID: 20.500.12556/RUL-169831
• UDC: 339.138
• ISSN on article: 2335-4216
• DOI: 10.15458/2335-4216.1353
• COBISS.SI-ID: 238901251
• Publication date in RUL: 12.06.2025

Record is a part of a journal

• Title: Economic and business review
• Publisher: Univerza v Ljubljani, Ekonomska fakulteta
• ISSN: 2335-4216
• COBISS.SI-ID: 268649216

Licences

• License: CC BY 4.0, Creative Commons Attribution 4.0 International
• Link: http://creativecommons.org/licenses/by/4.0/
• Description: This is the standard Creative Commons license that gives others maximum freedom to do what they want with the work as long as they credit the author.

Secondary language

• Language: Slovenian
• Keywords: mednarodno trženje, strategija trženja, vedenje potrošnikov

Projects

• Funder: ARIS - Slovenian Research and Innovation Agency
• Project number: P5-0177
• Name: Slovenija in njeni akterji v mednarodnih odnosih in evropskih integracijah