The DOI matches its Crossref record; 66 of the 66 references it cites were found in a registry or an index.
The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration
Abstract
The authors develop a framework that incorporates projected profitability of customers in the computation of lifetime duration. Furthermore, the authors identify factors under a manager's control that explain the variation in the profitable lifetime duration. They also compare other frameworks with the traditional methods such as the recency, frequency, and monetary value framework and past customer value and illustrate the superiority of the proposed framework. Finally, the authors develop several key implications that can be of value to decision makers in managing customer relationships.
Overview
Integrity signals
Registry
Cites
Statistics
Verification
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?
In the citing paper
“To the best of our knowledge, the only published paper reporting a successful implementation of the Pareto/NBD model using standard maximum likelihood estimation (MLE) techniques is Reinartz and Kumar (2003), and the authors comment on the associated computational burden.”
From “Counting Your Customers” the Easy Way: An Alternative to the Pareto/NBD Model (2005) · cites this paper as Reinartz and Kumar (2003)
In the citing paper
“But despite the respect it has earned, it has proven to be a difficult model to implement, particularly because of computational challenges associated with parameter estimation.”
From “Counting Your Customers” the Easy Way: An Alternative to the Pareto/NBD Model (2005) · cites this paper as Reinartz and Kumar (2003)
In the citing paper
“To the best of our knowledge, the only published paper reporting a successful implementation of the Pareto/NBD model using standard maximum likelihood estimation (MLE) techniques is Reinartz and Kumar (2003), and the authors comment on the associated computational burden.”
From “Counting Your Customers” the Easy Way: An Alternative to the Pareto/NBD Model (2005) · cites this paper as Reinartz and Kumar (2003)
Citations
Cites
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Cox, D. R. (1992) · Springer Series in Statistics · doi:10.1007/978-1-4612-4380-9_37 · Cited by 26,297
The commitment-trust theory of relationship marketing
Morgan, R. M., & Hunt, S. D. (1994) · Journal of Marketing · doi:10.1177/002224299405800302 · Cited by 22,355
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Research works printed but not linked: 17
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- Craig C. Samuel, 1984, Journal of Retailing, 1, 5
- Crié Dominique, 2000, “Analysis of the Efficiency of Loyalty Programs,”
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Cited by
How to improve firm performance using big data analytics capability and business strategy alignment?
Akter, S., Wamba, S. F., Gunasekaran, A., Dubey, R., & Childe, S. J. (2016) · International Journal of Production Economics · doi:10.1016/j.ijpe.2016.08.018 · Cited by 1,624
A 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-citationResource-based theory in marketing
Kozlenkova, I. V., Samaha, S. A., & Palmatier, R. W. (2014) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-013-0336-7 · Cited by 882
Bolton, R. N., Lemon, K. N., & Verhoef, P. C. (2004) · Journal of the Academy of Marketing Science · doi:10.1177/0092070304263341 · Cited by 741
Characterizing Value as an Experience: Implications for Service Researchers and Managers
Helkkula, A., Kelleher, C., & Pihlström, M. (2012) · Journal of Service Research · doi:10.1177/1094670511426897 · Cited by 605
Metadata
- Authors
- Reinartz, W. J., & Kumar, V.
- Affiliations
- Department of Marketing, School of Business Administration, University of Connecticut.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 2003-01
- Volume
- 67
- Issue
- 1
- Pages
- 77-99
- ISSN
- 0022-2429
- 1547-7185
- Cited by
- 811
- References
- 66
- Language
- en
- Licence
- journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
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.
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- CoChat. (2026). Citation check: The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration. https://app.cochat.ai/papers/10.1509/jmkg.67.1.77.18589
- The paper
- Reinartz, W. J., & Kumar, V. (2003). The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration. Journal of Marketing. https://doi.org/10.1509/jmkg.67.1.77.18589
Data sources
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.
