This report summarizes the proceedings of the conference on "Customer Relationship Management: Customer Behavior, Organizational Challenges and Econometric Models," co-sponsored by the Marketing Science Institute and the Teradata Center for Customer Relationship Management at Duke University,...

Customer equity (CE henceforth) is a powerful new paradigm to evaluate the firm's value and to optimally allocate marketing resources. This paper is focused on the relationship between customer acquisition and CE. The authors attempt to answer the following four questions: 1) how should customer...