Modeling Customer Lifetime Value, Retention, and Churn

[1]  W. Reinartz,et al.  Balancing Acquisition and Retention Resources to Maximize Customer Profitability , 2005 .

[2]  S. Newcomb.  A Generalized Theory of the Combination of Observations so as to Obtain the Best Result , 1886 .

[3]  Sharad Borle,et al.  Customer Lifetime Value Measurement , 2008, Manag. Sci..

[4]  Peter S. Fader,et al.  Forecasting new product trial in a controlled test market environment , 2003 .

[5]  Rajkumar Venkatesan,et al.  A Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy , 2004 .

[6]  Michael Lewis.  Customer Acquisition Promotions and Customer Asset Value , 2006 .

[7]  W. Reinartz,et al.  On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing , 2000 .

[8]  Tammo H. A. Bijmolt,et al.  Do Loyalty Programs Really Enhance Behavioral Loyalty? An Empirical Analysis Accounting for Self-Selecting Members , 2006 .

[9]  Kathy Hammond,et al.  First-Store Loyalty and Retention , 2000 .

[10]  D. Fudenberg,et al.  Customer Poaching and Brand Switching , 2000 .

[11]  Bernd Stauss,et al.  Regaining Service Customers , 1999 .

[12]  David C. Schmittlein,et al.  Generalizing the NBD Model for Customer Purchases: What Are the Implications and Is It Worth the Effort? , 1988 .

[13]  Dominique M. Hanssens,et al.  Modeling Customer Lifetime Value , 2006 .

[14]  Ruth N. Bolton,et al.  Balancing Risk and Return in a Customer Portfolio , 2011 .

[15]  Susana V. Mondschein,et al.  Mailing Decisions in the Catalog Sales Industry , 1996 .

[16]  A. Ehrenberg.  The Pattern of Consumer Purchases , 1959 .

[17]  V. Kumar,et al.  Customer Lifetime Value: The Path to Profitability , 2008 .

[18]  Makoto Abe,et al.  "Counting Your Customers" One by One: A Hierarchical Bayes Extension to the Pareto/NBD Model , 2009, Mark. Sci..

[19]  Greg M. Allenby,et al.  A Dynamic Model of Purchase Timing with Application to Direct Marketing , 1999 .

[20]  Peter S. Fader,et al.  Understanding Service Retention within and across Cohorts using Limited Information , 2008 .

[21]  Dominique M. Hanssens,et al.  The Impact of Marketing-Induced versus Word-of-Mouth Customer Acquisition on Customer Equity Growth , 2008 .

[22]  Robert C. Blattberg,et al.  Database Marketing: Analyzing and Managing Customers , 2008 .

[23]  F. Dwyer.  Customer lifetime valuation to support marketing decision making , 1997 .

[24]  Werner Reinartz,et al.  Customer Relationship Management: A Databased Approach , 2005 .

[25]  Robert A. Peterson,et al.  Customer Base Analysis: An Industrial Purchase Process Application , 1994 .

[26]  A. Ehrenberg,et al.  Repeat-Buying: Facts, Theory and Applications. , 1989 .

[27]  C. Narasimhan.  A Price Discrimination Theory of Coupons , 1984 .

[28]  Peter S. Fader,et al.  Counting Your Customers the Easy Way: An Alternative to the Pareto/NBD Model , 2005 .

[29]  Mihai Calciu,et al.  Customer value modelling: Synthesis and extension proposals , 2002 .

[30]  Peter S. Fader,et al.  New Perspectives on Customer "Death" Using a Generalization of the Pareto/NBD Model , 2011, Mark. Sci..

[31]  L. Meyer-Waarden,et al.  The effects of loyalty programs on customer lifetime duration and share of wallet , 2007 .

[32]  Bruce G. S. Hardie,et al.  Probability Models for Customer-Base Analysis , 2009 .

[33]  Thorsten Wiesel,et al.  Customer Equity: An Integral Part of Financial Reporting , 2008 .

[34]  Meltem Denizel,et al.  Empirical validation and comparison of models for customer base analysis , 2007 .

[35]  B. Kahn,et al.  Shopping trip behavior: An empirical investigation , 1989 .

[36]  Katherine N. Lemon,et al.  Return on Marketing: Using Customer Equity to Focus Marketing Strategy , 2004 .

[37]  Dominique M. Hanssens,et al.  Customer Equity: Measurement, Management and Research Opportunities , 2007 .

[38]  Paul Wang,et al.  Applications for the lifetime value model in modern newspaper publishing , 1995 .

[39]  Thorsten Wiesel,et al.  Linking Customer and Financial Metrics to Shareholder Value: The Leverage Effect in Customer-Based Valuation , 2012 .

[40]  B. Libai,et al.  Toward an Individual Customer Profitability Model , 2002 .

[41]  P. Berger,et al.  Customer lifetime value: Marketing models and applications , 1998 .

[42]  Tammo H. A. Bijmolt,et al.  Loyalty Programs: Generalizations on Their Adoption, Effectiveness and Design , 2011 .

[43]  D. Jain,et al.  Customer lifetime value research in marketing: A review and future directions , 2002 .

[44]  Peter S. Fader,et al.  How to project customer retention , 2007 .

[45]  David C. Schmittlein,et al.  Counting Your Customers: Who-Are They and What Will They Do Next? , 1987 .

[46]  Robert C. Blattberg,et al.  Recapturing Lost Customers , 2004 .

[47]  John N. Tsitsiklis,et al.  Dynamic Catalog Mailing Policies , 2006, Manag. Sci..

[48]  Katherine N. Lemon,et al.  Customer Equity Management , 2002 .

[49]  C. Croux,et al.  Unveiling the relationship between the transaction timing, spending and dropout behavior of customers (Online First) , 2015 .

[50]  S. Hunt,et al.  The Commitment-Trust Theory of Relationship Marketing , 1994 .

[51]  K. Pearson.  Contributions to the Mathematical Theory of Evolution , 1894 .

[52]  L. Meyer-Waarden,et al.  Grocery retail loyalty program effects: self-selection or purchase behavior change? , 2009 .

[53]  Robert C. Blattberg,et al.  Customer Equity: Building and Man-aging Relationships as Valuable Assets , 2001 .

[54]  W. Reinartz,et al.  The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration , 2003 .

[55]  Sunil Gupta,et al.  Customers as assets , 2003 .

[56]  P. Pfeifer,et al.  Modeling customer relationships as Markov chains , 2000 .

[57]  Yuping Liu.  The Long-Term Impact of Loyalty Programs on Consumer Purchase Behavior and Loyalty , 2007 .

[58]  Peter S. Fader,et al.  Dynamic Changepoints Revisited: An Evolving Process Model of New Product Sales , 2008 .

[59]  D. Collings,et al.  Valuing customers , 2005 .

[60]  L. Ryals.  Making Customer Relationship Management Work: The Measurement and Profitable Management of Customer Relationships , 2005 .

[61]  E. Rogers,et al.  Diffusion of Innovations , 1964 .

[62]  Peter S. Fader,et al.  Incorporating Time-Invariant Covariates into the Pareto/NBD and BG/NBD Models , 2007 .

[63]  Michael Lewis.  Incorporating Strategic Consumer Behavior into Customer Valuation , 2005 .

[64]  Christopher S. Tang,et al.  Determining Where to Shop: Fixed and Variable Costs of Shopping , 1998 .

[65]  Badi H. Baltagi,et al.  A companion to theoretical econometrics , 2003 .

[66]  Michel Wedel,et al.  A Latent Class Poisson Regression Model for Heterogeneous Count Data , 1993 .

[67]  Robert C. Blattberg,et al.  Manage marketing by the customer equity test. , 1996, Harvard business review.

[68]  Katherine N. Lemon,et al.  The Theoretical Underpinnings of Customer Asset Management , 2002 .

[69]  Paul Temporal,et al.  Romancing the Customer: Maximizing Brand Value Through Powerful Relationship Management , 2001 .

[70]  Peter S. Fader,et al.  RFM and CLV: Using Iso-Value Curves for Customer Base Analysis , 2005 .