A Model to Explain Shareholder Returns: Marketing Implications

Multichannel Shopping: Causes and Consequences

Performance Implications of Adopting a Customer-Focused Sales Campaign

The Impact of Customer Relationship Management Implementation on Cost and Profit Efficiencies: Evidence from the U.S. Commercial Banking Industry

Modeling Customer Lifetime Value

Profitable Customer Management: Measuring and Maximizing Customer Lifetime Value


Calculating, Creating, and Claiming Value in Business Markets: Status and Research Agenda


Implementing Profitability Through A Customer Lifetime Value Management Framework - The IBM Case

Customer lifetime value is the path to prosperity

Nurturing the Right Customers

Expanding the Role of Marketing: From Customer Equity to Market Capitalization


Are Product Returns a Necessary Evil? The Antecedents and Consequences of Product Returns


Choosing the Right Metrics to Maximize Profitability and Shareholder Value


Research Before You Leap: Does Cross-Sell Always Lead to Higher Profits?


Putting One-to-One Marketing to Work: Personalization, Customization and Choice


Reversing the logic: The Path to Profitability through Relationship Marketing


Marketing-Mix Recommendations to Manage Value Growth at P&G Asia Pacific


The Power of CLV: Managing Customer Lifetime Value at IBM

Cross-buying in Retailing: Drivers and Consequences

Interaction Orientation and Firm Performance

Optimal CRM using Bayesian Decision Theory: An application for Customer Selection


How Valuable is the Word of Mouth?

Measuring and Maximizing Customer Equity: A Critical Analysis

Managing Retailer Profitability - One Customer at a Time!

Customer Lifetime Value: A Databased Approach

Managing Customers for Value: An Overview and Research Agenda

Knowing What to Sell, When, and to Whom

Using a Customer-Level Marketing Strategy to Enhance Firm Performance: A Review of Theoretical and Empirical Evidence

Who are the Multichannel Shoppers and How Do They Perform?: Correlates of Multichannel Shopping Behavior

Balancing Acquisition and Retention Resources to Maximize Profitability

A CLV Framework for Customer Selections and Resource Allocation Strategy

Measuring Marketing Productivity: Current Knowledge and Future Directions

Maximizing ROI or Profitability: Is One Better than the Other

Customer Lifetime Value Approaches and Best Practice Applications

Getting the Most out of All Your Customers

Antecedents and Consequences of Relationship Intention: Implications for Transaction and Relationship Marketing

The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration


The Mismanagement of Customer Loyalty

Telecommunications Demand Forecasting - A Review

Marketing Actions and the Value of Customer Assets: A Framework for Customer Asset Management

Six Steps to Better Decision Models

On the Profitability of Long Lifetime Customers: An Empirical Investigation and Implications for Marketing

Impact of a Late Entrant on the Diffusion of a New Product/Service

A Model for Predicting Stock Market Returns : Marketing Implications

The State-of-the-Art in Brand Equity Research: What is Known and What Needs to be Known


An Empirical Assessment of Merger and Acquisition Activities in Retailing