The Flaw in Customer Lifetime Value

Have you ever watched one of your competitors raked in profits from customers that you had decided not to bother acquiring? Perhaps this happened because your company based its decision on the traditional method of calculating customer lifetime value (CLV). That could be a costly mistake.[...]

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Year of publication:	2007
Authors:	Schoder, Detlef
Institutions:	Universität <Köln> / Lehrstuhl für Wirtschaftsinformatik insbesondere Informationsmanagement
Published in:	Universität Köln - Seminar für Wirtschaftsinformatik und Informationsmanagement: Kurzübersicht Journalartikel (Auswahl) Harvard Business Review, December 2007
Subject:	Kundenwert \| Kalkulation

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Extent:	125952 bytes 4 p. application/pdf
Type of publication:	Article
Language:	English
Classification:	Sales and distribution ; Consumer behaviour ; Business data processing. General ; Individual Articles ; No country specification
Source:	USB Cologne (business full texts)

Persistent link: https://www.econbiz.de/10005868026