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Cited by 811

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

Reinartz, Werner J., Kumar, V.·2003·Journal of Marketing
DOI 10.1509/jmkg.67.1.77.18589
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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

Crossref · 10.1509/jmkg.67.1.77.18589

Cites

66 of 66 references verified0 citation errors · 0 not checkable

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Verification

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Claims other papers make about this one

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Citations

Cites

Research works printed but not linked: 17

  1. Cox David R., 1989, The Analysis of Binary Data
  2. Craig C. Samuel, 1984, Journal of Retailing, 1, 5
  3. Crié Dominique, 2000, “Analysis of the Efficiency of Loyalty Programs,”
  4. Day George S., 2001, MSI Working Paper No. 00-118.
  5. Direct Marketing Association, 1999, Economic Impact: U.S. Direct Marketing Today/1998 Update.
  6. Dowling Grahame R., 1997, Sloan Management Review, 38, 71
  7. Fournier Susan, 1998, Harvard Business Review, 76, 42
  8. Hartnett Michael, 1997, Stores, 79, 44
  9. 10.1002/(SICI)1522-7138(199721)11:2<20::AID-DIR4>3.0.CO;2-# · DOI
  10. Hughes Arthur M., 1996, The Complete Database Marketer
  11. Kelley Harold H., 1978, Interpersonal Relations: A Theory of Independence.
  12. Kesler Lori, 1985, Advertising Age, 17, 36
  13. Kotler Philip, 1994, Marketing Management.
  14. Li Shaomin, 1995, Marketing Research, 7, 17
  15. 10.1002/(SICI)1097-0258(19961015)15:19<1999::AID-SIM353>3.0.CO;2-D · DOI
  16. Sheth Jagdish N., 1999, Customer Behavior.
  17. Storbacka K., 1996, Proceedings from Banking and Insurance., 79

Cited by

See all 811

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
DOI
10.1509/jmkg.67.1.77.18589
Cited by
811
References
66
Language
en
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)

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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.

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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.