Modeling Customer Lifetime Value [PDF]
Journal of Service Research, 2006 As modern economies become predominantly service-based, companies increasingly derive revenue from the creation and sustenance of long-term relationships with their customers. In such an environment, marketing serves the purpose of maximizing customer lifetime value (CLV) and customer equity, which is the sum of the lifetime values of the company’s ...
Sunil Gupta +7 more
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Determining the indirect value of a customer [PDF]
, 2008 The issue of accountability in marketing has led to a substantial and growing body of work on how to value customer relationships. Net present value methods (customer lifetime value / customer equity) have emerged as generally preferred ways to assess
Ryals, Lynette
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Self-selection and risk sharing in a modern world of life-long annuities [PDF]
, 2018 Communicating a pension product well is as important as optimising the financial value. In a recent study, we showed that up to 80% of the value of a pension lump sum could be lost if customer communication failed.
Gerrard, R. J. G. +3 more
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Modelling customer lifetime value in contractual settings [PDF]
, 2011 Service provision is often governed by a contract (e.g., newspaper subscriptions, phone contracts, and credit agreements). Typically, such a contract includes rules that influence the dynamics of the customer in the marketplace.
Dettling, Marcel +2 more
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Customer Lifetime Value Prediction Using Embeddings [PDF]
Proceedings of the 23rd ACM SIGKDD International Conference on Knowledge Discovery and Data Mining, 2017 10 pages, 11 ...
Chamberlain, BP +4 more
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The influence of customer value on word of mouth: a study of a financial services company in Brazil [PDF]
Revista Brasileira de Gestão De Negócios, 2018 Purpose – Our study analyzes the non-linear effect of customer lifetime value (CLV), which accounts for the revenue accumulated over the lifetime of a customer relationship, calculated using a discount rate, on customer referral value (CRV), which ...
Sandro Bonfim da Costa +2 more
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Moving from Customer Lifetime Value to Customer Equity [PDF]
Quantitative Marketing and Economics, 2009 We study the consequence of moving from Customer Lifetime Value maximization to Customer Equity maximization. Customer equity has traditionally been seen as the discounted sum of the lifetime earnings from all current and future customers and thus it has been largely assumed that maximizing customer lifetime value would lead to maximum customer equity.
Drèze, Xavier, Bonfrer, André
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Customers Clustering Based on RFM Model by Using Fuzzy C-means Algorithm(Case Study: Zahedan City Refah Chain Store) [PDF]
پژوهشهای مدیریت عمومی, 2017 One of the major challenges of customer-centric organizations is the recognition of customers, the distinction between different groups of customers and their ranking.
Abdolmajid Imani, Meysam Abbasi
doaj +1 more source
A meta-learning based stacked regression approach for customer lifetime value prediction
Journal of Economy and Technology, 2023 Companies across the globe are keen on targeting potential high-value customers in an attempt to expand revenue, and this could be achieved only by understanding the customers more.
Karan Gadgil +2 more
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Conceptualising the impact of information asymmetry on through-life cost: case study of machine tools sector [PDF]
, 2018 Information asymmetry (IA) in terms of contextual variety and importance is one of the most challenging aspects of through-life costing in product-service systems (PSS).
Erkoyuncu, J. +6 more
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