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Please use this identifier to cite or link to this item: http://hdl.handle.net/1942/17187

Title: A marketing view of the customer value: Customer lifetime value and customer equity
Authors: Estrella-Ramon, A. M.
Sanchez-Perez, M.
SWINNEN, Gilbert
VANHOOF, Koen
Issue Date: 2013
Publisher: ASSOC PROFESSIONAL MANAGERS SOUTH AFRICIA
Citation: SOUTH AFRICAN JOURNAL OF BUSINESS MANAGEMENT, 44 (4), p. 47-64
Abstract: Throughout this research the customer valuation trend in marketing is going to be reviewed, emphasizing Customer Lifetime Value and Customer Equity measures. The main theoretical contributions in the development and evolution of the Customer Lifetime Value concept are analysed. Customer Lifetime Value is also differentiated from Customer Equity and Customer Profitability analysis to estimate customer value in terms of firm profitability. Customer Lifetime Value and Customer Equity concepts are formally defined. Additionally, a classification of a set of published researches into Customer Lifetime Value and/or Customer Equity is developed. This classification has been posited according to several criteria that serves as a guide to key requirements for developing these types of models. Finally, several conclusions, suggestions and future research streams are highlighted.
Notes: [Estrella-Ramon, A. M.; Sanchez-Perez, M.] Univ Almeria, Dept Management & Business Adm, La Canada De San Urbano 04120, Almeria, Spain. [Swinnen, G.; VanHoof, K.] Univ Hasselt, Fac Business Econ, B-3590 Diepenbeek, Belgium.
URI: http://hdl.handle.net/1942/17187
ISI #: 000341170600005
ISSN: 0378-9098
Category: A1
Type: Journal Contribution
Validation: ecoom, 2015
Appears in Collections: Research publications

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