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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., 2005It 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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On the Integration of Customer Lifetime Value into Revenue Management
2012This paper provides insights into assessing customer relationships in a revenue management environment and depicts methodological problems that may arise in this context. For this purpose, we formulate a multi-period deterministic linear programing model, which accounts for customers’ future demand behavior being dependent on the provider’s previous ...
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Customer Lifetime Value: Fundamentals
2008Customer 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 +2 more
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The impact of customer clubs on lifetime value of banking customers
International Journal of Electronic Customer Relationship Management, 2023Saeedeh Rajaee Harandi +2 more
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From Customer Lifetime Value to Shareholder Value
Journal of Service Research, 2006Paul D Berger +2 more
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