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The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration
The authors develop a framework that incorporates projected profitability of customers in the computation of lifetime duration. Furthermore, the authors identify factors under a manager's control that explain the variation in the profitable lifetime duration. They also compare other frameworks with the traditional methods such as the recency, frequency, and monetary value framework and past customer value and illustrate the superiority of the proposed framework. Finally, the authors develop several key implications that can be of value to decision makers in managing customer relationships. Printed Journal
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| JM6701 | PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | Chicago, IL: American Marketing Association 2003 |
|---|---|
| Edisi | Vol. 67, No. 1, Jan., 2003 |
| Subjek | Consumer behavior Customer relations Profitability Statistical analysis Managerial Skills |
| ISBN/ISSN | 0022-2429 |
| Klasifikasi | NONE |
| Deskripsi Fisik | 23 p. |
| Info Detail Spesifik | Journal of Marketing |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas |