Publication:
How customer lifetime value is changing how business is managed

dc.contributor.coauthorKeiningham, T.L.
dc.contributor.coauthorBejou, D.
dc.contributor.departmentDepartment of Business Administration
dc.contributor.kuauthorAksoy, Lerzan
dc.contributor.schoolcollegeinstituteCollege of Administrative Sciences and Economics
dc.date.accessioned2024-11-10T00:08:13Z
dc.date.issued2006
dc.description.abstractIn the quest for sustainable competitive advantage, managers have sought to differentiate themselves through a customer (as opposed to product) focus. This has given rise to successive strategies designed to improve the customer experience (e.g., objective quality, service quality, customer satisfaction, customer retention, customer loyalty, etc.). The problem, however, is that a satisfied, loyal customer who is persuaded to consistently buy a firm's product or service over and over again because of its quality can be and often is unprofitable. Therefore, using such strategies does not guarantee increased profits. As a result, firms will increasingly rely on the measurement and management of customers' lifetime values to guide their customer loyalty efforts.
dc.description.indexedbyScopus
dc.description.issue44960
dc.description.openaccessYES
dc.description.publisherscopeInternational
dc.description.sponsoredbyTubitakEuN/A
dc.description.volume5
dc.identifier.doi10.1300/J366v05n02_01
dc.identifier.issn1533-2667
dc.identifier.quartileQ2
dc.identifier.scopus2-s2.0-84917328753
dc.identifier.urihttps://www.tandfonline.com/doi/abs/10.1300/J366v05n02_01
dc.identifier.urihttps://hdl.handle.net/20.500.14288/16916
dc.keywordsCustomer lifetime value
dc.keywordsCustomer profitability
dc.keywordsRFM
dc.language.isoeng
dc.publisherTaylor & Francis
dc.relation.ispartofJournal of Relationship Marketing
dc.subjectEconomics
dc.titleHow customer lifetime value is changing how business is managed
dc.typeJournal Article
dspace.entity.typePublication
local.contributor.kuauthorAksoy, Lerzan
local.publication.orgunit1College of Administrative Sciences and Economics
local.publication.orgunit2Department of Business Administration
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