Modeling Customer Lifetime Value Export

@article{GuptaEtal06, abstract = {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 customers. This article reviews a number of implementable CLV models that are useful for market segmentation and the allocation of marketing resources for acquisition, retention, and cross-selling. The authors review several empirical insights that were obtained from these models and conclude with an agenda of areas that are in need of further research. 10.1177/1094670506293810}, author = {Gupta, Sunil and Hanssens, Dominique and Hardie, Bruce and Kahn, Wiliam and Kumar, V. and Lin, Nathaniel and Ravishanker, Nalini and Sriram, S.}, citeulike-article-id = {3201286}, citeulike-linkout-0 = {http://dx.doi.org/10.1177/1094670506293810}, citeulike-linkout-1 = {http://jsr.sagepub.com/cgi/content/abstract/9/2/139}, day = {1}, doi = {10.1177/1094670506293810}, journal = {Journal of Service Research}, keywords = {clv, marketing}, month = {November}, number = {2}, pages = {139--155}, posted-at = {2008-10-08 21:19:50}, priority = {2}, title = {Modeling Customer Lifetime Value}, url = {http://dx.doi.org/10.1177/1094670506293810}, volume = {9}, year = {2006} }

TY - JOUR ID - GuptaEtal06 L3 - citeulike-article-id:3201286 N2 - 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 customers. This article reviews a number of implementable CLV models that are useful for market segmentation and the allocation of marketing resources for acquisition, retention, and cross-selling. The authors review several empirical insights that were obtained from these models and conclude with an agenda of areas that are in need of further research. 10.1177/1094670506293810 IS - 2 JF - Journal of Service Research EP - 155 TI - Modeling Customer Lifetime Value VL - 9 SP - 139 KW - clv KW - marketing AU - Gupta, Sunil AU - Hanssens, Dominique AU - Hardie, Bruce AU - Kahn, Wiliam AU - Kumar, V AU - Lin, Nathaniel AU - Ravishanker, Nalini AU - Sriram, S PY - 2006/11/01/ UR - http://dx.doi.org/10.1177/1094670506293810 ER -