"Customer Lifetime Value" Essays and Research Papers

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Customer Lifetime Value

Customer Lifetime Value - A Case Study 1 CLV * Group 1: 7 * Group 2: 11.875 * Group 3: 2.5 2 Questions a Your manager asks you what you think might explain the differences in p, r, and AC between the three groups. What would you say? i Group 1’s higher “p” could be due to the fact that this group of students doesn’t have the meal plan that undergrad students who live on (or close to) campus have. Additionally, some MBA students may have longer classes...

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Managing Customer Value

minimizing costs are ways to boost profits. The article “Managing Customer Value” suggests that customers might be the key to improve profits. Customers are assets to firms; they generate revenues. However, some assets generate more revenues than other. In order to foster maximum returns from the customers, it becomes imperative to understand the differences between customers groups. Recognizing this diversity will enable value extraction from the investments. Unfortunately, most companies are...

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The Customer Revenge Case Study

Business Review Case Study : The Customers’ Revenge by Dan Ariely (December 2007) As an introduction of this case, a little recall of the facts may not harm anyone. Atida is a 70 year old motor company, producing and selling stylish and innovative cars and they have just launched a new one on the market : the Andromeda XL. The brand has many loyal customers and devoted fans among various clubs and communities. Jim MacIntire and his colleagues from the customer service department have tried to...

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Customer Lifetime Value

CUSTOMER LIFETIME VALUE: MARKETING MODELS AND APPLICATIONS Paul D. Berger Nada I. Nasr ABSTRACT Customer lifetime value has been a mainstay concept in direct response marketing for many years, and has been increasingly considered in the field of general marketing. However, the vast majority of literature on the topic (a) has been dedicated to extolling its use as a decisionmaking criterion; (b) has presented isolated numerical examples of its calculation/determination; and (c) has considered...

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According to Michael Porter value is the chain of activities for a company that operates in a specific industry. The idea of the value chain is based on the idea of seeing a manufacturing (or service) organization as a system, made up of subsystems each with inputs, transformation processes and outputs. In Porter's value chains, Inbound Logistics, Operations, Outbound Logistics, Marketing and Sales and Service are categorized as primary activities. Secondary activities include Procurement, Human...

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Marketing and Activity

Revision for marketing: Topics 1 Activity 1.1 Why is understanding customers wants so critical for marketers? How are the concepts of value and satisfaction related to each other? Explain the differences between transactions and relationships. Activity 1.2 Now apply the issue discussed in Activity 1.1 to the following questions. Consumers usually choose from a tremendous variety of products and services to satisfy a given need or want. Consider your need for nourishment. How does that...

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Office Depot

depot The case that we are going to talk about today is about how office depot manages customer care & services. In the article we had to read they took an example of a couple, Steve and Dana. Dana experienced a dreadful delivery and therefore Steve, a marketing professor who heard the story from Dana and had just done a presentation about how important customer service is, decided to phone office depots customer service to see how they would handle his complaint. Steve had to go to the website to...

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ROSEWOOD HOTELS: CUSTOMER LIFETIME VALUE (CLTV) ANALYSIS The calculation below confirms that when following the corporate branding/strategy could be beneficial for Rosewood hotels. ROSEWOOD HOTELS & RESORTS: CUSTOMER LIFETIME VALUE (CLTV) ANALYSIS Without Rosewood Branding Total number of unique Guests With Rosewood Corporate Branding 115,000.00 115,000.00 $750 $750 2 2 32% 32% 1.2 1.3 Average Marketing expense per guest (system-wide) $130 $138.70 Average new guest acquisition (system...

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Customer Lifetime Value Model

economies and markets is challenge for all market participants. In order to fulfill needs of their customers companies are putting efforts in implementation of customer relationship management concept. Different studies have shown that not all customers are desirable from profitable point of view. Therefore, many concepts have been developed for classifying desirable customers, among which is Customer Lifetime Value (CLV). Problem of applying CLV occurs in turbulent economic environments which suffer from...

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Rosewood Hotels and Resorts Case Study

brand, that their guests will recognize more of their facilities and become loyal which in turn could increase revenue because their guest’s customer lifetime value will have risen. Rosewood also believes that by implementing a corporate brand, they will have an advantage over their competitors. The main issue with their current branding is that their customers are unknowledgeable about their brand. If they instill a corporate brand, more guests will choose their Hotels over competitors. Rosewood...

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