This paper proposes a novel approach to the estimation of Customer Lifetime Value (CLV). CLV measures give an indication of the profit-generating potential of customers, and provide a key business tool for the customer management process. Existing approaches show unsatisfactory performance in...

Purpose/Research question: The paper provides an empirical research of the Samsung case. In particular, we study the case by adopting three frameworks: dynamic capabilities (DC, examined by using the sensing/seizing/transforming approach), business model (BM, examined by using the BM canvas),...

Many of the research tools used by sophisticated consumer marketing companies for new product development fall into the broad category referred to as 'market segmentation.' Recently some of these segmentation techniques have come under considerable fire. In this article we will design a...

This paper focuses on the literature related to customer lifetime value measurement. It first discusses the issues related to the context of CLV measurement and presents a contextual framework for understanding and categorizing models of CLV. The paper then reviews some prominent models for...

Global competition involves large retailers in a continuous development of their activity in relation to market stimula. In this regard efficient management of commercial functions, innovation of offer attributes and dynamic management of retailing mix allow large retailers to reformulate their...

Although researchers have begun to recognize commitment as a multi-component construct, they missed examining profitability-related effects. We contribute to this research field by succeeding in linking a four-component model - consisting of affective, calculative, locked-in, and normative...