The DOI matches its Crossref record; 12 of the 12 references it cites were found in a registry or an index.
Modeling Customer Lifetime Value
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.
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Cites
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The antecedents and consequences of customer satisfaction for firms
Anderson, E. W., & Sullivan, M. W. (1993) · Marketing Science · doi:10.1287/mksc.12.2.125 · Cited by 4,610
Return on Marketing: Using Customer Equity to Focus Marketing Strategy
Rust, R. T., Lemon, K. N., & Zeithaml, V. A. (2004) · Journal of Marketing · doi:10.1509/jmkg.68.1.109.24030 · Cited by 2,151
Bolton, R. N. (1998) · Marketing Science · doi:10.1287/mksc.17.1.45 · Cited by 1,948
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Self-citationA Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy
Venkatesan, R., & Kumar, V. (2004) · Journal of Marketing · doi:10.1509/jmkg.68.4.106.42728 · Cited by 948
Self-citationGupta, S., Lehmann, D. R., & Stuart, J. A. (2004) · Journal of Marketing Research · doi:10.1509/jmkr.41.1.7.25084 · Cited by 849
Counting Your Customers: Who-Are They and What Will They Do Next?
Schmittlein, D. C., Morrison, D. G., & Colombo, R. (1987) · Management Science · doi:10.1287/mnsc.33.1.1 · Cited by 679
The Impact of Marketing-Induced Versus Word-of-Mouth Customer Acquisition on Customer Equity Growth
Villanueva, J., Yoo, S., & Hanssens, D. M. (2008) · Journal of Marketing Research · doi:10.1509/jmkr.45.1.48 · Cited by 559
Self-citationKamakura, W. A., Ramaswami, S. N., & Srivastava, R. K. (1991) · International Journal of Research in Marketing · doi:10.1016/0167-8116(91)90030-b · Cited by 240
Cited by
Undervalued or overvalued customers: Capturing total customer engagement value
Kumar, V., Aksoy, L., Donkers, B., Venkatesan, R., Wiesel, T., & Tillmanns, S. (2010) · Journal of Service Research · doi:10.1177/1094670510375602 · Cited by 1,382
Self-citationFirm-Created Word-of-Mouth Communication: Evidence from a Field Test
Godes, D., & Mayzlin, D. (2009) · Marketing Science · doi:10.1287/mksc.1080.0444 · Cited by 837
Creating Enduring Customer Value
Kumar, V., & Reinartz, W. (2016) · Journal of Marketing · doi:10.1509/jm.15.0414 · Cited by 829
Self-citationThe Role of Big Data and Predictive Analytics in Retailing
Bradlow, E. T., Gangwar, M., Kopalle, P., & Voleti, S. (2017) · Journal of Retailing · doi:10.1016/j.jretai.2016.12.004 · Cited by 516
Verbeke, W., Dejaeger, K., Martens, D., Hur, J., & Baesens, B. (2012) · European Journal of Operational Research · doi:10.1016/j.ejor.2011.09.031 · Cited by 462
Metadata
- Authors
- Gupta, S., Hanssens, D., Hardie, B., Kahn, W., Kumar, V., Lin, N., Ravishanker, N., & Sriram, S.
- Venue
- Journal of Service Research
- Publisher
- SAGE Publications
- Published
- 2006-11
- Volume
- 9
- Issue
- 2
- Pages
- 139-155
- ISSN
- 1094-6705 (ISSN-L)
- 1552-7379
- OpenAlex
- W2162244340
- Cited by
- 724
- References
- 12
- FWCI
- 78.60
- Type
- journal article
- Language
- en
- Open access
- closed
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- Gupta, S., Hanssens, D., Hardie, B., Kahn, W., Kumar, V., Lin, N., Ravishanker, N., & Sriram, S. (2006). Modeling Customer Lifetime Value. Journal of Service Research. https://doi.org/10.1177/1094670506293810
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
