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Measuring and managing a salesperson's future value to the firm
Kumar, V.; Sunder, Sarang; Leone, Robert P. - In: Journal of marketing research : JMR 51 (2014) 5, pp. 591-608
Persistent link: https://www.econbiz.de/10010489702
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A theory of customer valuation : concepts, metrics, strategy, and implementation
Kumar, V. - In: Journal of marketing 82 (2018) 1, pp. 1-19
Persistent link: https://www.econbiz.de/10011804063
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Implementing profitability through a customer lifetime value management framework
Kumar, V.; Venkatesan, Rajkumar; Beckmann, D. - In: GfK marketing intelligence review : Marketingforschung … (2009) 2, pp. 32-43
Persistent link: https://www.econbiz.de/10003902477
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Der Wert der Mundpropaganda
Kumar, V.; Petersen, J. Andrew; Leone, Robert P. - In: Harvard-Business-Manager : das Wissen der Besten 30 (2008) 2, pp. 56-66
Persistent link: https://www.econbiz.de/10003621371
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How valuable is word of mouth? : identify the customers who bring in the most referrals ; then capitalize on that knowledge
Kumar, V.; Petersen, J. Andrew; Leone, Robert P. - In: Harvard business review : HBR 85 (2007) 10, pp. 139-146
Persistent link: https://www.econbiz.de/10003550617
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Measuring and maximizing customer equity: a critical analysis
Kumar, V.; George, Morris - In: Journal of the Academy of Marketing Science 35 (2007) 2, pp. 157-171
Persistent link: https://www.econbiz.de/10003507852
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Undervalued or overvalued customers: capturing total customer engagement value
Kumar, V.; Aksoy, Lerzan; Donkers, Bas; Venkatesan, Rajkumar - In: Journal of service research : JSR 13 (2010) 3, pp. 297-310
Persistent link: https://www.econbiz.de/10008652115
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Measuring customer profitability in complex environments : an interdisciplinary contingency framework
Holm, Morten; Kumar, V.; Rohde, Carsten - In: Journal of the Academy of Marketing Science 40 (2012) 3, pp. 387-401
Persistent link: https://www.econbiz.de/10009548616
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Enhancing financial performance : the power of customer metrics
Kumar, V.; Umashankar, Nita - In: Handbook of marketing and finance, (pp. 9-42). 2012
Persistent link: https://www.econbiz.de/10009552536
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Customer lifetime value management : strategies to measure and maximize customer profitability
Kumar, V.; Rajan, Bharath - In: Handbook of marketing strategy, (pp. 107-134). 2012
Persistent link: https://www.econbiz.de/10009530867