Abstract
Within the previous two decades there has been an intensification of marketing activity from which there has emerged a series of concepts relating to customer profitability and value. These developments have led to the establishment of a series of techniques regarding customer valuation and can be separated into three distinct categories: customer profitability calculations; customer lifetime value; and customer equity. This paper seeks to clarify and discuss the theoretical influences upon these categories, whilst also presenting some implications for the future development of customer valuation metrics.
Original language | English |
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Pages (from-to) | 797-824 |
Number of pages | 28 |
Journal | Journal of Marketing Management |
Volume | 24 |
Issue number | 7-8 |
DOIs | |
Publication status | Published - 10 Oct 2008 |
Externally published | Yes |