Database marketing and its measurements of success: Designing a managerial instrument to calculate the value of a repeat customer base
Integrity signals
Registry
Cites
Statistics
Claims the paper makes
Claims other papers make about this one
Each is checked against this paper’s own text: does it say what the citing paper says it does?
New cohorts of customers are recruited over time, but each cohort will eventually become extinct.
“New cohorts of customers are recruited over time, but each cohort will eventually become extinct (Wang and Spiegel 1994).”
From Moving from customer lifetime value to customer equity (2009) · cites this paper as Wang and Spiegel 1994
In the cohort view (the basis for CLV), customers are seen as a depletable resource.
“In the cohort view (the basis for CLV ), customers are seen as a depletable resource.”
From Moving from customer lifetime value to customer equity (2009) · cites this paper as Wang and Spiegel 1994
Cites
Still being checked.
Cited by
Sorted by citations
Reinartz, W. J., & Kumar, V. (2000) · Journal of Marketing · doi:10.1509/jmkg.64.4.17.18077 · Cited by 1,364 · see citing works
Measuring Marketing Productivity: Current Knowledge and Future Directions
Rust, R. T., Ambler, T., Carpenter, G. S., Kumar, V., & Srivastava, R. K. (2004) · Journal of Marketing · doi:10.1509/jmkg.68.4.76.42721 · Cited by 1,126 · see citing works
Multiple Perspectives of Performance Measures
Chenhall, R. H., & Langfield‐Smith, K. (2007) · European Management Journal · doi:10.1016/j.emj.2007.06.001 · Cited by 413 · see citing works
Hogan, J. E., Lemon, K. N., & Rust, R. T. (2002) · Journal of Service Research · doi:10.1177/1094670502005001002 · Cited by 258 · see citing works
Linking Customer Assets to Financial Performance
Hogan, J. E., Lehmann, D. R., Merino, M., Srivastava, R. K., Thomas, J. S., & Verhoef, P. C. (2002) · Journal of Service Research · doi:10.1177/1094670502005001004 · Cited by 209 · see citing works
Customer satisfaction and loyalty in a digital environment: an empirical test
Donio', J., Massari, P., & Passıante, G. (2006) · Journal of Consumer Marketing · doi:10.1108/07363760610712993 · Cited by 192 · see citing works
Managing retailer profitability—one customer at a time!
Kumar, V., Shah, D., & Venkatesan, R. (2006) · Journal of Retailing · doi:10.1016/j.jretai.2006.08.002 · Cited by 188 · see citing works
The allocation of promotion budget to maximize customer equity
Berger, P. D., & Bechwati, N. N. (2001) · Omega · doi:10.1016/s0305-0483(00)00023-2 · Cited by 162 · see citing works
From Customer Lifetime Value to Shareholder Value
Berger, P. D., Eechambadi, N. V., George, M., Lehmann, D. R., Rizley, R., & Venkatesan, R. (2006) · Journal of Service Research · doi:10.1177/1094670506293569 · Cited by 126 · see citing works
Incorporating Strategic Consumer Behavior into Customer Valuation
Lewis, M. V. (2005) · Journal of Marketing · doi:10.1509/jmkg.2005.69.4.230 · Cited by 110 · see citing works
Applications for the lifetime value model in modern newspaper publishing
Keane, T. J., & Wang, P. (1995) · Journal of Direct Marketing · doi:10.1002/dir.4000090209 · Cited by 80 · see citing works
Self-citationCustomer‐based corporate valuation
Bauer, H. H., & Hammerschmidt, M. (2005) · Management Decision · doi:10.1108/00251740510589733 · Cited by 79 · see citing works
Boyce, G. (2000) · Critical Perspectives on Accounting · doi:10.1006/cpac.2000.0408 · Cited by 78 · see citing works
New millennium, new segments: moving towards the segment of one?
Dibb, S. (2001) · Journal of Strategic Marketing · doi:10.1080/713775742 · Cited by 63 · see citing works
THE CUSTOMER LIFETIME VALUE CONCEPT AND ITS CONTRIBUTION TO CORPORATE VALUATION
Bauer, H. H., Hammerschmidt, M., & Brähler, M. (2003) · Économie publique/Public economics · Cited by 55 · see citing works
Petersen, J. A., Kumar, V., Polo, Y., & Sesé, F. J. (2017) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-017-0554-5 · Cited by 55 · see citing works
Moving from customer lifetime value to customer equity
Drèze, X., & Bonfrer, A. (2009) · Quantitative Marketing and Economics · doi:10.1007/s11129-009-9067-y · Cited by 48 · see citing works
Söderlund, M., & Vilgon, M. (1999) · Cited by 48 · see citing works
Zhang, H., Ko, E., & Kim, K. H. (2010) · Journal of Global Fashion Marketing · doi:10.1080/20932685.2010.10593063 · Cited by 43 · see citing works
The role of channel quality in customer equity management
Dong, W., Swain, S. D., & Berger, P. D. (2007) · Journal of Business Research · doi:10.1016/j.jbusres.2007.05.005 · Cited by 34 · see citing works
Ma, M., Li, Z., & Chen, J. (2007) · European Journal of Operational Research · doi:10.1016/j.ejor.2007.03.018 · Cited by 30 · see citing works
Database marketing and organizational learning theory: toward a research agenda
DeTienne, K. B., & Thompson, J. A. (1996) · Journal of Consumer Marketing · doi:10.1108/07363769610130855 · Cited by 29 · see citing works
Interactive marketing and the law: The future rise of unfairness
Petty, R. D. (1998) · Journal of Interactive Marketing · doi:10.1002/(sici)1520-6653(199822)12:3 · Cited by 23 · see citing works
An empirical study of dynamic customer relationship management
Li, C., Xu, Y., & Li, H. (2005) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2005.01.003 · Cited by 23 · see citing works
Mudie, P., & Cottam, A. (1999) · Elsevier eBooks · doi:10.1016/b978-0-7506-3594-3.50014-1 · Cited by 23 · see citing works
Bauer, H. H., & Hammerschmidt, M. (2007) · SSRN Electronic Journal · doi:10.2139/ssrn.961874 · Cited by 23 · see citing works
Davis, J. F. (1997) · The Journal of Marketing Theory and Practice · doi:10.1080/10696679.1997.11501763 · Cited by 21 · see citing works
Valenzuela, L., & Moraga, E. T. (2008) · Estudios Gerenciales · doi:10.1016/s0123-5923(08)70053-6 · Cited by 18 · see citing works
Are customer information systems worth it? : results from B2B servicesPreprint
Zahay, D. L., & Griffin, A. (2002) · SSRN Electronic Journal · Cited by 18 · see citing works
The impact of online purchase behaviour on customer lifetime value
Kvíčala, D., Kŕaĺová, M., & Suchánek, P. (2024) · Journal of Marketing Analytics · doi:10.1057/s41270-024-00328-9 · Cited by 23 · see citing works
Kundenbewertung und Shareholder Value – Versuch einer Synthese
Stahl, H. K., Matzler, K., & Hinterhuber, H. H. (2006) · Gabler Verlag eBooks · doi:10.1007/978-3-8349-9288-8_17 · Cited by 14 · see citing works
Zhang, H., Ko, E., & Taylor, C. R. (2011) · Advances in international marketing · doi:10.1108/s1474-7979(2011)0000021008 · Cited by 12 · see citing works
Amin, V. S., & Kumar, A. (2022) · International Journal of Management Technology and Social Sciences · doi:10.47992/ijmts.2581.6012.0191 · Cited by 11 · see citing works
Can Statistical Modeling Help with Data Mining
Morrison, A. M., Bose, G., & O’Leary, J. T. (1999) · Journal of Hospitality & Leisure Marketing · doi:10.1300/j150v06n04_07 · Cited by 11 · see citing works
Amendah, E., Kohli, A. S., Kumthekar, N., & Singh, G. (2023) · Journal of Relationship Marketing · doi:10.1080/15332667.2023.2197769 · Cited by 8 · see citing works
(21294947), S. C. E. Y. (2007) · NOVA (University of Newcastle Australia) · Cited by 7 · see citing works
CKM and Its Influence on Organizational Marketing Performance
Panni, M. F. A. K. (2012) · IGI Global eBooks · doi:10.4018/978-1-4666-2524-2.ch006 · Cited by 6 · see citing works
Does Customer Value-oriented Management Influence Financial Results? A Supplier's Perspective
Valenzuela‐Fernández, L., & Torres‐Moraga, E. (2017) · Innovar · doi:10.15446/innovar.v26n63.60664 · Cited by 4 · see citing works
Basic Model of CKM in Terms of Marketing Performance and Some Important Antecedents and Dimensions
Panni, M. F. A. K. (2015) · Advances in marketing, customer relationship management, and e-services book series · doi:10.4018/978-1-4666-6547-7.ch006 · Cited by 3 · see citing works
A Renewable-Resource Approach to Database Valuation
Drèze, X., & Bonfrer, A. (2003) · Singapore Management University Institutional Knowledge (InK) (Singapore Management University) · Cited by 3 · see citing works
Application of customer's lifetime value forecast model to classify tobacco Customers
Zhang, S., Guo, H., Qiu, C., & Hu, F. (2009) · Chinese Control and Decision Conference (CCDC) · doi:10.1109/ccdc.2009.5191934 · Cited by 2 · see citing works
Kundenbewertung und Shareholder Value — Versuch einer Synthese
Stahl, H. K., Matzler, K., & Hinterhuber, H. H. (2003) · Gabler Verlag eBooks · doi:10.1007/978-3-322-99328-1_17 · Cited by 1 · see citing works
Leung, I. K. C. (2013) · International perspectives on the teaching and learning of mathematical modelling · doi:10.1007/978-94-007-6540-5_52 · Cited by 1 · see citing works
Sharma, H., & Saini, D. S. K. (2021) · International Journal of Research in Marketing Management and Sales · doi:10.33545/26633329.2021.v3.i2b.82 · Cited by 1 · see citing works
Effect of Market Information on Bidder Attrition in Online Auction Markets
Ghasemkhani, H., Goes, P. B., & Tripathi, A. (2021) · MIS Quarterly · doi:10.25300/misq/2022/15136 · Cited by 1 · see citing works
Dato‐on, M. C., Joyce, M. L., & Manolis, C. (2006) · International Journal of Nonprofit and Voluntary Sector Marketing · doi:10.1002/nvsm.277 · Cited by 1 · see citing works
Wiese, P. B. (2013) · UpSpace Institutional Repository (University of Pretoria) · Cited by 1 · see citing works
Kundenentwicklung durch Customer Relationship Management: Das Beispiel „HappyDigits“
Wießmeier, S., & Lischka, A. (2003) · Gabler Verlag eBooks · doi:10.1007/978-3-322-99464-6_28 · Cited by 1 · see citing works
Robertshaw, G. S., & Marr, N. E. (2005) · Cited by 1 · see citing works
Kim, Y. A. (2014) · UEA Digital Repository (University of East Anglia)
Conceptual framework and theoretical development on CLV research
Ma, T., Dong, D., & Guo, Y. (2011) · International Conference on E-Business and E-Government · doi:10.1109/icebeg.2011.5881756
Filosofía empresarial y del marketing orientada en el valor del cliente
Fernández, L. M. V. (2015) · Horizontes Empresariales · doi:10.22320/hem.v4i1.2067
New Technologies and the Value of Information Systems
Ghasemkhani, H. (2013) · ResearchWorks at the University of Washington (University of Washington)
Jamalzadeh, M., Behravan, N., Markhali, A. Y., & Jouya, S. F. (2012) · Journal of Applied Sciences · doi:10.3923/jas.2013.60.69
Building Competitive Advantage on the Internet using Relationship Marketing
Norwood, M., Mulvenna, M. D., Büchner, A. G., & Grant, C. (1997) · Ulster University Research Portal (Ulster University)
Basic Model of CKM in Terms of Marketing Performance and Some Important Antecedents and Dimensions
Panni, M. F. A. K. (2017) · IGI Global eBooks · doi:10.4018/978-1-5225-1793-1.ch028
CKM and Its Influence on Organizational Marketing Performance
Panni, M. F. A. K. (2015) · IGI Global eBooks · doi:10.4018/978-1-4666-7357-1.ch071
Customer-Equity Valuation in Software Markets
Kemper, A. (2009) · Contributions to management science · doi:10.1007/978-3-7908-2367-7_6
Customer lifetime value: Marketing models and applications
Berger, P. D., & Nasr, N. I. (1998) · Journal of Interactive Marketing · doi:10.1002/(sici)1520-6653(199824)12:1
- Authors
- Wang, P., & Splegel, T.
- Venue
- Journal of Direct Marketing
- Publisher
- SAGE Publications
- Published
- 1994-05
- Volume
- 8
- Issue
- 2
- Pages
- 73-81
- ISSN
- 0892-0591 (ISSN-L)
- 1522-7138
- OpenAlex
- W1967097098
- Cited by
- 62
- References
- 0
- Citations by year
- 2024: 1 · 2023: 1 · 2022: 2 · 2021: 2 · 2017: 3 · 2015: 3 · 2014: 2 · 2013: 3 · 2012: 2
- FWCI
- 5.68
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Direct Marketing (publishedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Marketing › Marketing and Advertising Strategies
- Social Sciences › Sociology and Political Science › Digital Marketing and Social Media
- Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Customer Service Quality and Loyalty
- Keywords
- database marketing, direct marketing, success indicators, customer data, performance evaluation
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review