Customer Equity: Building and Managing Relationships as Valuable Assets

By Peter C. Verhoef. 2002

388 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/841839fe85ea02cd3984dc885df1ef2896ba4d62

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In Organizational Behavior and Human Resource Management

Citations in the corpus

Customer Equity: Measurement, Management and Research Opportunities (2007, background): “Eventually, the maximization of CE can be decomposed into smaller problems through the optimization of the acquisition, retention and add-on selling processes (Blattberg et al., 2001).”
Cross-buying in retailing: Drivers and consequences (2008, background): “Blattberg et al. (2001) dentified the return on cross-selling (or add-on-selling) as”
Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development (2003, background): “Consistent with this notion, Blattberg, Getz, and Thomas (2001) argue that customer retention is not the same as customer share, because two firms could retain the same customer.”
Customer Metrics and Their Impact on Financial Performance (2006, neutral): “3.3”
The Impact of Marketing-Induced versus Word-of-Mouth Customer Acquisition on Customer Equity Growth (2008, background): “For many firms, marketing spending on acquiring customers represents an important expense, and it is widely known that the acquisition process has an important effect on future retention probability (Thomas 2001).”
Managing and measuring relational equity in the network economy (2002, background): “…perspective by focusing solely on customer relationship management and customer equity management (Bell, Deighton, Reinartz, Rust, and Swartz 2002; Blattberg, Getz, and Thomas 2001; Gupta, Lehmann, and Stuart 2001; Jain and Singh 2002; Reinartz and Kumar 2000; Rust, Zeithaml, and Lemon 2000).”
Return on Marketing: Using Customer Equity to Focus Marketing Strategy (2004, background): “For example, brand equity, a fundamentally product-centered concept, has been challenged by the customer-centered concept of customer equity (Blattberg and Deighton 1996; Blattberg, Getz and Thomas 2001; Rust, Zeithaml, and Lemon 2000).”
A model of acceptance of augmented-reality interactive technology: the moderating role of cognitive innovativeness (2014, background): “Studies emphasize not only consumers’ intentions to use interactive technology in the future but the means by which ﬁrms can encourage consumers to keep using this technology [6,14,77].”
Undervalued or Overvalued Customers: Capturing Total Customer Engagement Value (2010, background): “, Kumar et al. 2008), the remaining components have received relatively less attention. While CLV can be increased by more purchases by the customer over time, CRV increases with current customers referring new customers.(2) In a field experiment Kumar, Petersen, and Leone (2010) found several attri”
The effect of acquisition channels on customer loyalty and cross-buying (2005, background): “DOI: 10.1002/dir.20033 THE EFFECT OF ACQUISITION CHANNELS ON CUSTOMER LOYALTY AND CROSS-BUYING cquisition channels are important predictors of customer loyalty in the first stages of a business–consumer relationship.”