Results 291 to 300 of about 152,387 (341)

Customer lifetime value: stochastic optimization approach

Journal of the Operational Research Society, 2004
Summary: Since the early 1980s, the concept of relationship marketing has been becoming important in general marketing, especially in the area of direct and interactive marketing. The core of relationship marketing is the maintenance of long-term relationships with the customers.
Ching, WK, Ng, MK, Wong, KK, Altman, E
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Customer Lifetime Value

2018
This chapter indicates the prospect of customer lifetime value (CLV) and the importance of CLV in global marketing. CLV is the total of the financial profit, calculated from the existing period to the future. CLV develops the optimal strategies for customer engagement, promotes the understanding of potential value of a customer, and enables the ...
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Evaluating customer lifetime value for customer recommendation

Proceedings of ICSSSM '05. 2005 International Conference on Services Systems and Services Management, 2005., 2005
It is crucial for a company to identify which are its most valuable and least profitable customers so that appropriate customer-specific marketing strategies can be developed and put in place. This paper develops a comprehensive customer lifetime value (CLV) measure model. The model not only combines the up-selling, cross-selling, and network influence
null Lihua Wu, null Lu Liu, null Jing Li
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Customer Lifetime Value Applications

2008
The prior two chapters have covered the technical aspects of Lifetime Value Modeling. But how is LTV applied in the real-world and what types of questions can LTV provide answers that traditional marketing analyses can not? This chapter will provide some answers to these questions.
Robert C. Blattberg, Byung-Do Kim, Scott A. Neslin   +2 more
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Customer Lifetime Value in Organizations

Asian Journal of Research in Social Sciences and Humanities, 2016
Companies have shown their interest to be customer oriented rather than product oriented. They prefer to be more customer oriented coupled with having more customer data accessibility which is both possible through Customer Lifetime Value (CLV). The main goal of CLV is to specify the important level of each customer for a company.
Setareh Feiz, Ali Ramezani Ghotbabadi, Zainab Bte Khalifah   +2 more
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Customer Lifetime Value: Fundamentals

2008
Customer lifetime value (LTV) is one of the cornerstones of database marketing. It is the metric by which we quantify the customer's long-term value to the firm. This chapter focuses on the fundamental methods for calculating lifetime value, centering on “simple retention models” and “migration models.” We present a general approach to calculating LTV ...
Robert C. Blattberg, Byung-Do Kim, Scott A. Neslin   +2 more
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Customer Lifetime Value: A Review

Social Behavior and Personality: an international journal, 2012
The concept of regarding customers as assets that should be managed and whose value should be measured is now accepted and recognized by academics and practitioners. This focus on customer relationship management makes it extremely important to understand customer lifetime value (CLV) because CLV models are an efficient and effective way to evaluate a
Wen Chang, Chen Chang, Qianpin Li
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The Customer Lifetime Value

2014
How much is a customer worth to my firm, and is the customer worth retaining? Calculating as these may sound, they are issues that today’s managers often have to wrestle with. Common as the questions are, the answers are not simple, and the fact that such questions are now the norm suggests the following: 1.
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Linking customer lifetime value with shareholder value

Industrial Marketing Management, 2003
Abstract The measurement of customer lifetime value has become a key issue for developing and maintaining long-term profitable customer relationships. It plays a significant role in customer acquisition and retention decisions. Given the growing importance of creating value for shareholders, market strategies have to be evaluated by their capacity to
Heinz K. Stahl, Kurt Matzler, Hans H. Hinterhuber   +2 more
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From Customer Lifetime Value to Shareholder Value

Journal of Service Research, 2006
The authors propose a chain of effects framework for understanding how customer lifetime value (CLV) affects shareholder value (SHV). In the chain of effects framework, the authors propose that CLV serves as an intermediary in the relationship between firm actions and SHV.
Paul D. Berger, Naras Eechambadi, Morris George, Donald R. Lehmann, Ross Rizley, Rajkumar Venkatesan   +5 more
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