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Enterprise Customer Life-Cycle Value Model and Applied Research

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Listed:
  • Yang Wang
  • Shengguo Gao
  • Xiaoqi Sheng

Abstract

Customer relationship management (CRM) more and more the concern of all enterprises, enterprises have become the new era of killer competition winning. Customer lifetime value (CLV) is a customer relationship management (CRM) in a core concept, is an important part of CRM research. In this paper,?research scholars combined with the?development of domestic enterprises and analyzed?the theory of customer relationship management,?customer life?cycle theory and?customer value theory. Then, the existing quantitative calculation of the value of customer life cycle approach to refine and improve, from the customer profitability parameters, dynamic customer retention and customer life cycle to study three aspects of time, and after the proposed expansion of the customer life cycle value model. Finally, the value of customer life cycle model applied analysis, in order to better guide our enterprise customer relationship management practices.

Suggested Citation

  • Yang Wang & Shengguo Gao & Xiaoqi Sheng, 2014. "Enterprise Customer Life-Cycle Value Model and Applied Research," Journal of Business Administration Research, Journal of Business Administration Research, Sciedu Press, vol. 3(2), pages 68-73, October.
    • Handle: RePEc:jfr:jbar11:v:3:y:2014:i:2:p:68-73
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    References listed on IDEAS

    as
    1. Verhoef, P.C. & Donkers, A.C.D., 2001. "Predicting Customer Potential Value: an application in the insurance industry," ERIM Report Series Research in Management ERS-2001-01-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
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    JEL classification:

    • R00 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - General - - - General
    • Z0 - Other Special Topics - - General

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