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Keywords: Customer lifetime value
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Journal Articles
A methodology for classification and validation of customer datasets
Available to Purchase
Journal of Business & Industrial Marketing (2021) 36 (5): 821–833.
Published: 28 September 2020
... of customers, it is of significant benefit to managers and company analysts to create a broad classification for all customers. Design/methodology/approach The initial step is to construct a full customer history and extract a feature set suited to customer lifetime value calculations. This feature set...
Journal Articles
Application of customer lifetime value model in make‐to‐order manufacturing
Available to Purchase
Journal of Business & Industrial Marketing (2013) 28 (6): 468–474.
Published: 26 July 2013
... with ERP systems. Organizations that are part of value chains can benefit significantly from CLV applications. © Emerald Group Publishing Limited 2013 Operations and production management Process management Business improvement Manufacturing industries Customer lifetime value Make‐to‐order...
Journal Articles
Mapping B2B value exchange in marketing relationships: a systematic approach
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Journal of Business & Industrial Marketing (2011) 26 (7): 503–513.
Published: 23 August 2011
... customers alike, the benefits of the systematic approach proposed in this paper are an efficient analytical system giving an opportunity to B2B marketers and managers to understand their business customers' network in detail. Originality/value The implicit concept of maximizing customer lifetime value...
