scholarly journals Lifetime value in business process

2011 ◽  
Vol 59 (2) ◽  
pp. 291-298
Author(s):  
Martin Souček ◽  
Jana Turčínková
Keyword(s):  
Customer Relationship Management ◽  
Business Processes ◽  
Relationship Management ◽  
Customer Relationship ◽  
Value Assessment ◽  
Customer Lifetime ◽  
Lifetime Value ◽  
Qualitative Nature ◽  
The One ◽  
The Cost

The paper focuses on lifetime value assessment and its implementation and application in business processes. The lifetime value is closely connected to customer relationship management. The paper presents results of three consecutive researches devoted to issues of customer relationship management. The first two from 2008 and 2010 were conducted as quantitative ones; the one from 2009 had qualitative nature. The respondents were representatives of particular companies. The means for data collection was provided by ReLa system. We will focus on individual attributes of lifetime value of a customer, and relate them to approaches of authors mentioned in introduction. Based on the qualitative research data, the paper focuses on individual customer lifetime value parameters. These parameters include: the cost to the customer relationship acquisition and maintenance, profit generated from a particular customer, customer awareness value, the level of preparedness to adopt new products, the value of references and customer loyalty level. For each of these parameters, the paper provides specific recommendations. Moreover, it is possible to learn about the nature of these parameter assessments in the Czech environment.

Customer Lifetime Value: A Review

2012 ◽  
Vol 40 (7) ◽  
pp. 1057-1064 ◽  
Author(s):  
Wen Chang ◽  
Chen Chang ◽  
Qianpin Li
Keyword(s):  
Customer Relationship Management ◽  
Critical Review ◽  
Development Process ◽  
Relationship Management ◽  
Customer Lifetime Value ◽  
Customer Relationship ◽  
Review Of The Literature ◽  
Customer Lifetime ◽  
Lifetime Value

The concept of regarding customers as assets that should be managed and whose value should be measured is now accepted and recognized by academics and practitioners. This focus on customer relationship management makes it extremely important to understand customer lifetime value (CLV) because CLV models are an efficient and effective way to evaluate a firm's relationship with its customers. Assessment of CLV is especially important for firms in implementing customer-oriented services. In this paper we provide a critical review of the literature on the development process and applications of CLV.

Data Mining for Lifetime Value Estimation

2011 ◽  
pp. 431-437
Author(s):  
Silvia Figini
Keyword(s):  
Data Mining ◽  
Customer Relationship Management ◽  
Relationship Management ◽  
Large Degree ◽  
Customer Relationship ◽  
Management Process ◽  
Independent Components ◽  
Customer Lifetime ◽  
Lifetime Value ◽  
Value Estimation

Customer lifetime value (LTV, see e.g. Bauer et al. 2005 and Rosset et al. 2003), which measures the profit generating potential, or value, of a customer, is increasingly being considered a touchstone for administering the CRM (Customer relationship management) process. This in order to provide attractive benefits and retain high-value customers, while maximizing profits from a business standpoint. Robust and accurate techniques for modelling LTV are essential in order to facilitate CRM via LTV. A customer LTV model needs to be explained and understood to a large degree before it can be adopted to facilitate CRM. LTV is usually considered to be composed of two independent components: tenure and value. Though modelling the value (or equivalently, profit) component of LTV, (which takes into account revenue, fixed and variable costs), is a challenge in itself, our experience has revealed that finance departments, to a large degree, well manage this aspect. Therefore, in this paper, our focus will mainly be on modelling tenure rather than value.

A conceptual framework to explain the relationship among electronic customer relationship management and electronic customer lifetime value: investigation the antecedents and presentation a structural model

2018 ◽  
Vol 4 (10) ◽  
pp. 185-193
Author(s):  
Mohammad Safari
Keyword(s):  
Conceptual Framework ◽  
Customer Relationship Management ◽  
Relationship Management ◽  
Business Environment ◽  
Customer Lifetime Value ◽  
Customer Relationship ◽  
Electronic Business ◽  
Customer Lifetime ◽  
Lifetime Value ◽  
The Relationship

This study investigates the relationship between electronic customer relationship management (CRM) and electronic customer lifetime value and their analysis in the electronic business environment in the form of a conceptual framework. CRM is a tool that different industries, especially in competitive conditions, use to maintain customers and increase their satisfaction. An important concept that arises as customer lifetime value that specifies the expected amount of value that the client in a given period of time creates is undoubtedly related to the benefits that accrue to the organisation. The global nature of business as well as the development of information and communication technology is forcing organisations to take advantage of emerging technologies to maintain their competitiveness. The use of e-business is a prominent example. The results of this study could help both researchers and executives of organisations and businesses with the subject of research, and provide good insights for them. Keywords: Electronic business (e-Business), electronic customer relationship management (e-CRM), electronic customer lifetime value (e-CLV), relationship marketing;

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