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Implementing profitability through a customer lifetime value management framework Cover

Implementing profitability through a customer lifetime value management framework

By: ,   and    
Open Access
|Jul 2014

References

  1. Donkers, B., Peter C. Verhoef and M.G. de Jong (2007), “Modeling CLV: A Test of Competing Models in the Insurance Industry”, Quantitative Marketing and Economics, Vol. 5, No. 2. (June 2007), pp. 163 - 190.
  2. Kumar, V., Denish Shah and Rajkumar Venkatesan (2006), “Managing Retailer Profitability - One Customer at a Time!” Journal of Retailing, 82(4), pp. 277 - 294.
  3. Kumar, V., Rajkumar Venkatesan, Tim Bohling and Denise Beckmann (2008), “The Power of CLV: Managing Customer Lifetime Value at IBM”, Marketing Science, 27(4), pp. 585 - 599.
  4. Ramani, Girish and V. Kumar (2008), “Interaction Orientation and Firm Performance”, Journal of Marketing, 72(1), pp. 27 - 45.
  5. Reinartz, Werner J., and V. Kumar (2003), “The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration”, Journal of Marketing, 67(1), pp. 77 - 99.
  6. Venkatesan, Rajkumar and V. Kumar, (2004), “A Customer Lifetime Value Based Framework for Customer Selection and Resource Allocation Strategy”, Journal of Marketing, 68 (October), pp. 106 - 25.
  7. Venkatesan, Rajkumar, V. Kumar and Tim Bohling (2007), “Optimal Customer Relationship Management Using Bayesian Decision Theory: An Application for Customer Selection”, Journal of Marketing Research, 44 (November), pp. 579 - 594.
DOI: https://doi.org/10.2478/gfkmir-2014-0076 | Journal eISSN: 2628-166X (formerly 1865-5866)
Language: English
Page range: 32 - 43
Published on: Jul 19, 2014
Published by: Nuremberg Institute for Market Decisions
In partnership with: Paradigm Publishing Services
Publication frequency: 2 issues per year

© 2014 V. Kumar, R. Venkatesan, B. Rajan, published by Nuremberg Institute for Market Decisions
This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 3.0 License.