Comparison Between Customer Lifetime Value (CLV) and Traditional Measurement Tools of Customer Value
AbstractThe ability to accurately predict the value of the customers of a company has huge impact on the capacity to make intelligent decisions. Knowing the individual value of each customer allows the identification of the most profitable customers and directing marketing spend towards them. This study analysis the benefits of a relative recent metric, customer lifetime value in opposition with more traditional metrics: RFM analysis, SOW, PCV, CPA. Towards these, customer lifetime value CLV is more efficient in selecting profitable customers.
Download InfoIf you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
Bibliographic InfoArticle provided by Faculty of Finance, Banking and Accountancy Bucharest,"Dimitrie Cantemir" Christian University Bucharest in its journal Knowledge Horizons - Economics.
Volume (Year): 5 (2013)
Issue (Month): 2 (June)
Customer lifetime value; RFM analysis; customer value; client segmentation;
Find related papers by JEL classification:
- M21 - Business Administration and Business Economics; Marketing; Accounting - - Business Economics - - - Business Economics
You can help add them by filling out this form.
reading list or among the top items on IDEAS.Access and download statisticsgeneral information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Adi Sava).
If references are entirely missing, you can add them using this form.