Clients' Selection and Retention Criteria: Some Marketing Implications for the Small C.P.A. Firm

Ellen Day; Luther Trey Denton; Jerome A. Hickner

doi:10.1300/J090v03n03_23

Clients' Selection and Retention Criteria: Some Marketing Implications for the Small C.P.A. Firm

Ellen Day, Luther Trey Denton, Jerome A. Hickner

Emeriti, Retired & In Memoriam (PCOB)

University of Georgia

Research output: Contribution to journal › Article › peer-review

24 Scopus citations

Abstract

The very survival of some small CPA firms may be threatened by the increased competition among firms providing accounting and services, in particular, has posed new challenges for the small CPA firm. To survive and prosper in this increasingly competitive environment, small CPA firms must adopt a marketing perspective in order to compete more effectively.

Original language	American English
Journal	Journal of Professional Services Marketing
Volume	3
DOIs	https://doi.org/10.1300/J090v03n03_23
State	Published - 1988

Disciplines

Business

Keywords

C.P.A.
Client selection
Marketing implications
Retention criteria
Small firm

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10.1300/J090v03n03_23License: Unspecified

Cite this

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title = "Clients' Selection and Retention Criteria: Some Marketing Implications for the Small C.P.A. Firm",

abstract = " The very survival of some small CPA firms may be threatened by the increased competition among firms providing accounting and services, in particular, has posed new challenges for the small CPA firm. To survive and prosper in this increasingly competitive environment, small CPA firms must adopt a marketing perspective in order to compete more effectively.",

keywords = "C.P.A., Client selection, Marketing implications, Retention criteria, Small firm",

author = "Ellen Day and Denton, {Luther Trey} and Hickner, {Jerome A.}",

year = "1988",

doi = "10.1300/J090v03n03_23",

language = "American English",

volume = "3",

journal = "Journal of Professional Services Marketing",

issn = "1533-2969",

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AU - Day, Ellen

AU - Denton, Luther Trey

AU - Hickner, Jerome A.

PY - 1988

Y1 - 1988

N2 - The very survival of some small CPA firms may be threatened by the increased competition among firms providing accounting and services, in particular, has posed new challenges for the small CPA firm. To survive and prosper in this increasingly competitive environment, small CPA firms must adopt a marketing perspective in order to compete more effectively.

AB - The very survival of some small CPA firms may be threatened by the increased competition among firms providing accounting and services, in particular, has posed new challenges for the small CPA firm. To survive and prosper in this increasingly competitive environment, small CPA firms must adopt a marketing perspective in order to compete more effectively.

KW - C.P.A.

KW - Client selection

KW - Marketing implications

KW - Retention criteria

KW - Small firm

UR - https://dx.doi.org/10.1300/J090v03n03_23

U2 - 10.1300/J090v03n03_23

DO - 10.1300/J090v03n03_23

M3 - Article

SN - 1533-2969

VL - 3

JO - Journal of Professional Services Marketing

JF - Journal of Professional Services Marketing

ER -

Clients' Selection and Retention Criteria: Some Marketing Implications for the Small C.P.A. Firm

Abstract

Disciplines

Keywords

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