Managing Customer Relationships Using Customer Lifetime Value and Customer Equity Metrics

2020 ◽  
pp. 175-186
Author(s):  
Reetika Jain
Keyword(s):  
Customer Lifetime Value ◽  
Customer Relationships ◽  
Customer Equity ◽  
Customer Lifetime ◽  
Lifetime Value

Customer Lifetime Value

2019 ◽  
pp. 32-43
Author(s):  
Kijpokin Kasemsap
Keyword(s):  
Optimal Strategies ◽  
Customer Lifetime Value ◽  
Customer Relationships ◽  
Customer Engagement ◽  
Global Marketing ◽  
Marketing Performance ◽  
Customer Lifetime ◽  
Lifetime Value ◽  
Strategic Goals ◽  
The Relationship

This chapter indicates the prospect of customer lifetime value (CLV) and the importance of CLV in global marketing. CLV is the total of the financial profit, calculated from the existing period to the future. CLV develops the optimal strategies for customer engagement, promotes the understanding of potential value of a customer, and enables the workforce to effectively improve customer relationships. CLV can be a crucial perspective for costs to be associated with the promotions and communications to attract the new customers and retain the existing customers. CLV can help individuals estimate a customer's monetary worth to a business after factoring in the value of the relationship with a customer over time. The chapter argues that promoting CLV has the potential to enhance marketing performance and reach strategic goals in global marketing.

scholarly journals A marketing view of the customer value: Customer lifetime value and customer equity

2013 ◽  
Vol 44 (4) ◽  
pp. 47-64 ◽  
Author(s):  
A. M. Estrella-Ramón ◽  
M. Sánchez-Pérez ◽  
G. Swinnen ◽  
K. VanHoof
Keyword(s):  
Customer Value ◽  
Customer Lifetime Value ◽  
Customer Equity ◽  
Future Research ◽  
Customer Profitability ◽  
Profitability Analysis ◽  
Customer Lifetime ◽  
Lifetime Value ◽  
Equity Measures

Throughout this research the customer valuation trend in marketing is going to be reviewed, emphasizing Customer Lifetime Value and Customer Equity measures. The main theoretical contributions in the development and evolution of the Customer Lifetime Value concept are analysed. Customer Lifetime Value is also differentiated from Customer Equity and Customer Profitability analysis to estimate customer value in terms of firm profitability. Customer Lifetime Value and Customer Equity concepts are formally defined. Additionally, a classification of a set of published researches into Customer Lifetime Value and/or Customer Equity is developed. This classification has been posited according to several criteria that serves as a guide to key requirements for developing these types of models. Finally,several conclusions, suggestions and future research streams are highlighted.

Customer Lifetime Value

2018 ◽  
pp. 1584-1593 ◽  
Author(s):  
Kijpokin Kasemsap
Keyword(s):  
Optimal Strategies ◽  
Customer Lifetime Value ◽  
Customer Relationships ◽  
Customer Engagement ◽  
Global Marketing ◽  
Marketing Performance ◽  
Customer Lifetime ◽  
Lifetime Value ◽  
Strategic Goals ◽  
The Relationship

This article indicates the prospect of Customer Lifetime Value (CLV) and the importance of CLV in global marketing. CLV is the total of the financial profit, calculated from the existing period to the future. CLV develops the optimal strategies for customer engagement, promotes the understanding of potential value of a customer, and enables the workforce to effectively improve customer relationships. CLV can be a crucial perspective for costs to be associated with the promotions and communications to attract the new customers and retain the existing customers. CLV can help individuals estimate a customer's monetary worth to a business after factoring in the value of the relationship with a customer over time. The article argues that promoting CLV has the potential to enhance marketing performance and reach strategic goals in global marketing.

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