scholarly journals Customer Profitability Analyses and Customer Lifetime Value

2015 ◽  
Vol 89 (7/8) ◽  
pp. 265-273
Author(s):  
Ashok Sridhar ◽  
Michael Corbey
Keyword(s):  
Decision Making ◽  
Retrospective Analysis ◽  
Customer Lifetime Value ◽  
Customer Profitability ◽  
Managerial Decision ◽  
Managerial Decision Making ◽  
Managerial Decisions ◽  
Doing Business ◽  
Customer Lifetime ◽  
Lifetime Value

The main objective of this paper is to compare two key approaches in the !eld of Customer Accounting (CA), namely Customer Pro!tability Analysis (CPA) and Customer Lifetime Value (CLV). While CPA is a retrospective analysis of past accruals that represent the results of doing business with a customer over a certain, mostly single-period of time, CLV is a predictive measure of future customer-related cash "ows over a certain (multi-)period of time. This paper draws on the state-ofthe- art knowledge in the Customer Accounting (CA) literature to identify the impacts of CPA and CLV on managerial decision-making. It also offers recommendations as to the scenarios in which these metrics should be deployed in order to arrive at meaningful managerial decisions, and highlights their collective limitations.

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.

scholarly journals Strategies for making management decisions in information and analytical activity

2021 ◽  
pp. 26-30
Author(s):  
Olha Danylyuk ◽  
Lyudmyla Petryshyn
Keyword(s):  
Decision Making ◽  
Management System ◽  
Management Decisions ◽  
Managerial Decision ◽  
Significant Information ◽  
Managerial Decision Making ◽  
Managerial Decisions ◽  
Regional Management ◽  
Analytical Research ◽  
Principles Of Design

The aim of the study is to substantiate and analyze the strategy of managerial decision-making in information and analytical activities, to specify the main aspects of analytics for decision-making.Strategies for making managerial decisions in information and analytical activities are substantiated. The relevance of the use of information-analytical research is determined. The main aspects of analytics for decision making are analyzed, as well as the ranging of classes according to the degree of intelligence and complexity of tasks is taken into account. The peculiarities of completeness and reliability of information for information-analytical research are revealed. It is determined, that information analytics is a component of management.The regional management analytics is analyzed, as a result of which it is proposed the scheme of regional management with the use of information and analytical support is offered. The basic principles of design are offered. It is proved, that the management system requires modern analytical support, performed according to the requirements of science, the latest methodologies, including information and analytical activities. Problems and negative sides in the process of information-analytical activity in the system of regional management are determined. It is noted, that information and analytical support helps to achieve the best results, and the effectiveness of activities in any field depends on the management system. The obtained research results will allow will improve planning, organization and coordination of managerial decision-making and will help to form a significant information capital for making relevant management decisions at all hierarchical levels of management

scholarly journals Key sur(VIR)val factors in water supply companies: some lessons from Poland

2020 ◽  
Author(s):  
Paweł Chudziński ◽  
Szymon Cyfert ◽  
Wojciech Dyduch ◽  
Maciej Zastempowski
Keyword(s):  
Decision Making ◽  
Water Supply ◽  
Economic Crisis ◽  
Office Work ◽  
Key Factors ◽  
Managerial Decision ◽  
Home Office ◽  
Managerial Decision Making ◽  
Managerial Decisions ◽  
Made In

Abstract This paper presents the outcomes of research on managerial decisions that were made as a first reaction to the economic crisis caused by the SARS-Cov-19 virus (the coronacrisis). The research was carried out among 116 companies from the water supply sector operating in Poland that includes water supply and sewage. The results indicate which elements were perceived by managers as key factors for survival and further functioning. It is clear that the most frequent managerial decisions made were reducing investments and sending employees for home office work, as well as prolonging the payment deadlines. Interestingly, investment reductions were accompanied by sustaining the R&D expenses, as the researched organisations desired to stay competitive and innovative right after the crisis. Only a few of the water supply companies decided to make workers redundant, as the majority declared the intent to protect the workforce, e.g. by sending employees on leave. The research has also shown that the companies approached the coronacrisis rather methodologically and systematically, which indicates a good level of managerial decision-making under pressure, overall enterprise preparedness for crisis situations, as well as staff involvement. Based on our research, we offer some recommendations concerning how the water supply sector organisations can prepare for similar crises in the future. Our research indicates that the decisions made had the following goals in mind: protecting workforce and sustaining cash flow, as well as securing competitive position after the crisis. Our research also focuses on the necessary decisions to be made in water supply companies before the next crises.

scholarly journals Software product in the system of management of state-owned corporation

2021 ◽  
Vol 14 (3) ◽  
pp. 309-316
Author(s):  
O. V. Danilova ◽  
D. N. Zhuravleva
Keyword(s):  
Decision Making ◽  
Big Data ◽  
Decision Making Process ◽  
Conceptual Basis ◽  
Managerial Decision ◽  
Managerial Decision Making ◽  
Software Complex ◽  
Managerial Decisions ◽  
Software Product ◽  
Big Data Technologies

The authors present their methodological recommendations for choosing a software complex to make managerial decisions within a corporation’s activity. They study the system of management in state-owned corporations and give reasons for its improvement by means of implementing IT-decisions. Digitalization is transforming managerial decision making process in corporations in accordance with the speed of decision-making, timely maintenance of production process, ways and forms of information transmission. The authors prove that top-management’s responsibility for a company’s competitive positions in the market is growing fast due to the more intensive implementation of information technology and continuous development of innovative decisions. As state-owned enterprises have a complicated interdependent structure, the system of their management becomes a process which should conform with conceptual basis and principles of transformation of a company’s activity within digital economics. The authors prove that suggested recommendations for using big data technologies, determining and implementing IT-decisions make it possible to increase the efficiency of the management system by means of optimizing business process.

scholarly journals System of Corporate Social and Environmental Responsibility Indicators of Enterprises for Managerial Decision-Making Taking the Needs of Stakeholders into Account

2020 ◽  
pp. 159-168
Author(s):  
D.O. Smolennikov ◽  
Yu.V. Chortok ◽  
A.V. Bondar
Keyword(s):  
Decision Making ◽  
Development Strategy ◽  
Corporate Responsibility ◽  
Environmental Responsibility ◽  
Managerial Decision ◽  
Managerial Decision Making ◽  
Current Trends ◽  
Doing Business ◽  
Corporate Social ◽  
User Friendly

In today's conditions of globalization, any advantages are important for every company in the competition for the consumer. One of them is the implementation of measures for social and environmental corporate responsibility of enterprises and taking into account its practice in forming the company's development strategy. The research examines the decision-making about implementation of corporate social and environmental responsibility in enterprises. Nowadays doing business on the principles of social and environmental responsibility is not only following current trends, but also an important component of the strategy to respond to new challenges. The set of measures and projects implemented by enterprises to protect the environment and improve the quality of life of the population is usually demanded and has a positive effect on the image of enterprises. At the same time, these actions do not always meet the real needs of stakeholders. There is a need to take into account the interests of stakeholders that became the basis for the idea to develop a simple and user-friendly system of corporate social and environmental responsibility indicators. The purpose of the paper is to form scientific and methodological approaches to defining corporate social and environmental responsibility indicators, which take into account the needs of major groups of stakeholders, and form a common vision towards formulating enterprise development strategy and contribute to effective managerial decision-making in solving social, economic and environmental issues. As a result of the study, a computer program CSLinked was developed, which allows to analyze indicators of enterprises social and environmental corporate responsibility taking into account the needs of stakeholders and provides selfassessment of the company in three groups of indicators – economic, social and environmental.

scholarly journals Risk Analysis in Managerial Decision-Making Based on Behavioral Approach

2021 ◽  
Vol 3 (518) ◽  
pp. 219-225
Author(s):  
O. M. Matvieieva ◽  
◽  
O. M. Bondarenko ◽  
O. P. Duksenko ◽  
◽  
...  
Keyword(s):  
Decision Making ◽  
Risk Analysis ◽  
Behavioral Approach ◽  
Managerial Decision ◽  
Managerial Decision Making ◽  
Managerial Decisions ◽  
First Case ◽  
Scientific Approach ◽  
Qualitative Level ◽  
Absolute Reliability

The article is aimed at studying the essence of risk in the process of making managerial decisions, taking into account the behavioral approach and identifying the causes of risk occurrence. The article carries out a risk study structured in accordance with two dichotomies: risk/reliability and risk/danger. At this, the concept of managerial decision risk means a complex set of alternatives, during the analysis of which there is a need to make a decision. The opposite side in each case acts only as a concept of reflection, whose function is to clarify what in a particular case is emphasized in the risk per se: the problem of measuring accuracy in the first case or the degree of responsibility for the damage itself — in the second. As for both differences, it is identified that there is no risk-free managerial decision. It is proved that the concept of risk in the process of making managerial decisions, taking into account the behavioral approach, should be contrasted with the concept of reliability. The scientific approach to determining reliability is presented in the statement that absolute reliability is unattainable. The phenomenon of reasonable risk in the process of making managerial decisions is provided, taking into account the behavioral approach, which is part of the general problem studied by economists and is terminologically recorded as «justified economic activity». An element of such activity is the managerial decision-making. The risks that are likely to arise in the process of managerial decisions taking into account behavioral approach, at both the qualitative and the quantitative levels are studied. It is proved that quantitative study of risks identified at the qualitative level is the main purpose of risk analysis in accordance with the theory of decision-making in the presence of risk.

scholarly journals Evaluating effi ciency of exploiting business capital of corporate enterprises of coal and mineral industry in Vietnam

2021 ◽  
Vol 14 (1) ◽  
pp. 25-31
Author(s):  
Vu Thi Duyen ◽  
I. A. Larionova
Keyword(s):  
Decision Making ◽  
Economic Activity ◽  
Managerial Decision ◽  
Mineral Industry ◽  
Managerial Decision Making ◽  
Managerial Decisions ◽  
Effi Ciency ◽  
Negative Phenomena ◽  
Sources Of Capital ◽  
Generalized Indicator

Evaluation of effi ciency of exploiting capital is an important part of a company’s economic activity. A reasonably formed system for monitoring effi ciency of exploiting the capital will provide the company with appropriate basis for managerial decision-making such as adjustment of scale and structure of investment and choice of sources of capital. When considering measures aimed at eliminating negative phenomena influencing the efficiency of exploiting business capital it is essential to use a complex of various analysis patterns to make perfect managerial decisions. The authors examine a complex of individual indicators which to their mind are essential to be used in analyzing efficiency of exploiting business capital in coal and mineral industry of Vietnam. The calculations revealed that a number of individual indicators which characterize efficiency of exploiting business capital for particular enterprises within the corporation of coal and mineral industry of Vietnam were significantly different from the average and showed considerable fluctuation. Therefore, development of measures to eliminate negative phenomena influencing the efficiency of exploiting business capital should include calculating both individual indicators and a generalized indicator (the evaluation vector) which could be used to study the character of their fluctuation as well as the values of the parameters under consideration.

Sign in / Sign up

Export Citation Format

Share Document