References

1. Kumar, V. (2008) Managing Customers for Profit: Strategies to Increase Profits and Build Loyalty, Prentice Hall, Upper Saddle River, NJ.

2. Kumar, V., Venkatesan, R., Bohling, T., and Beckmann, D. (2008) The power of CLV: managing customer lifetime value at IBM. Marketing Science, 27(4), 585–599.

3. Dwyer, F.R. (1997) Customer lifetime valuation to support marketing decision making. Journal of Direct Marketing, 11(4), 6–13.

4. Kumar, V., Shah, D., and Venkatesan, R. (2006) Managing retailer profitability – one customer at a time. Journal of Retailing, 82(4), 277–294.

5. Venkatesan, R. and Kumar, V. (2004) A customer lifetime value framework for customer selections and resource allocation strategy. Journal of Marketing, 68(4), 106–125.

6. Villas-Boas, M.J. and Winer, R.S. (1999) Endogeneity in brand choice models. Management Science, 45(10), 1324–1338.

7. Zeithaml, V.A. (2000) Service quality, profitability, and the economic worth of customers: what we know and what we need to learn. Academy of Marketing Science Journal, 1(28), 67–85.

8. Jain, D. and Singh, S. (2002) Customer lifetime value research in marketing: a review and future directions. Journal of Interactive Marketing, 16(2), 34–46.

9. Kumar, V., Venkatesan, R., and Rajan, B. (2009) Implementing profitability through a customer lifetime value management framework. GfK Marketing Intelligence Review, 2(4), 32–43.

10. Kumar, V. (2007) Customer Lifetime Value – The Path to Profitability, Now Publisher, Hanover, MA.

11. Ramani, G. and Kumar, V. (2008) Interaction orientation and firm performance. Journal of Marketing, 72(1), 27–45.

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