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Customer Profitability and Optimal CLV-Based Strategies in a Model of Dynamic Competition
Lianos, Gerasimos - 2014
competitive industry. We find that the optimal per-customer retention effort depends positively on customer profitability and is …
Persistent link: https://www.econbiz.de/10013044455
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Customer Lifetime Value in a Model of Dynamic Competition
Lianos, Gerasimos - 2014
of a firm in a competitive industry. We examine the effects of changes in customer profitability, density of competition …
Persistent link: https://www.econbiz.de/10013044456
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Customer Value Anticipation, Customer Satisfaction and Loyalty : An Empirical Examination
Blocker, Christopher Phillips - 2012
A service-dominant logic by definition is inherently customer oriented and relational, reflecting deeper and more complex connections between suppliers and customers. The service mindset driving increased collaboration enables suppliers to have deeper insights to what customers' value. Customer...
Persistent link: https://www.econbiz.de/10013104136
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Experiential Marketing to Increase Net Marketing Contribution Margin (NMCM) Through Customer Value
Khotimah, Khusnul - 2018
Objective – Experiential Marketing may have a positive effect on both the formation of customer value and in the generation of profits for a company.Methodology/Technique – This study examines the calculation of the Net Marketing Contribution Margin (NMCM) in achieving a company's return....
Persistent link: https://www.econbiz.de/10012926713
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Effects of Customer Value Proposals on the Service Trade Repurchase Intentions of Sharing-Economy Users
Cho, Woo-Sung - 2020
Purpose – This paper finds the repurchase intentions of customers in a sharing economy via Airbnb and Uber, which are classic sharing-economy service businesses. Design/methodology – This paper analyzes sharing economy effects using variables in a structural equation model. Findings – We...
Persistent link: https://www.econbiz.de/10012839486
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Customer’s Profitability Analyses and Customer Service Policies
Terziev, Venelin - 2018
Most organizations do not pay attention to the customer's profitability. It is also appropriate to improve this … activity by first applying a model of customer profitability analysis. One of the basic principles of customer return analysis … of measuring customer profitability, analyzes the connection- service' expenses, a cost-effective client and presents the …
Persistent link: https://www.econbiz.de/10012925339
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In search of apprehending customers' value perception
Stępień, Beata - In: International journal of management and economics 53 (2017) 1, pp. 99-117
The article clarifies the concept of value for customer, demonstrates challenges related to the concept itself and its measurement and sheds new light on the consequences of conceptual and metric choices. The analysis focuses on three points: first, it shows, how the definition and delineation...
Persistent link: https://www.econbiz.de/10012026446
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Forecasting customer behaviour in a multi-service financial organisation : a profitability perspective
Audzeyeva, Alena; Summers, Barbara; Schenk-Hoppé, … - 2010
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...
Persistent link: https://www.econbiz.de/10008797765
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Measuring Customer Relationship Value : The Role of Switching Cost
Dikolli, Shane S. - 2006
Conceptually, customer relationship value depends on customer perceptions of the cost of switching to another supplier. Empirical tests of switching cost effects have been hampered because traditional performance measurement systems and customer satisfaction scores do not reflect switching cost...
Persistent link: https://www.econbiz.de/10012779973
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Valuing Non-Contractual Firms Using Common Customer Metrics
McCarthy, Daniel - 2017
-to-be-acquired customers, and analyzing customer profitability …
Persistent link: https://www.econbiz.de/10012962329