Customer Profitability in a Supply Chain

By Rakesh Niraj, Mahendra Gupta, C. Narasimhan. 2001

347 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/8ba6bc2168fa1f33c1419fe6e984b389079cfeb1

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Citations in the corpus

Modeling Customer Lifetime Value (2006, background): “Gupta and Lehmann (2003, 2005) also showed that if margins (p – c) and retention rates are constant over time and we use an infinite time horizon, then CLV simplifies to the following expression:5 (2) In other words, CLV simply becomes margin (m) times a margin multiple (r/1 + i – r).”
A model of supply chain and supply chain decision‐making complexity (2011, background): “For instance, estimating profitability at the customer level becomes more difficult as supply chains become more complex (Niraj, 2001).”
Customer base analysis: partial defection of behaviourally loyal clients in a non-contractual FMCG retail setting (2005, background): “This is to avoid missing those buyers who do not yet belong to the segment of currently profitable customers but do have a high potential value (Niraj et al., 2001).”
Customer Lifetime Value: Empirical Generalizations and Some Conceptual Questions (2009, background): “…+ Individual duration Retail catalog Malthouse and Blattberg, 2005 + Individual-level profit Retail catalog, non profit, education, software Li, 1995 – Individual duration Telecommunications Niraj et al., 2001 – Customer profitability Grocery distributor research addressing each generalization.”
The Short- and Long-Term Effects of Measuring Intent to Repurchase (2004, background): “…generalize to repeated purchases of nondurables, a context in which one-time transactional gains often do not lead to long-time relational benefits or improved customer profitability for the company (Niraj, Gupta, and Narasimhan 2001; Reinartz and Kumar 2000; van Heerde, Gupta, and Wittink 2003).”
Counting Your Customers the Easy Way: An Alternative to the Pareto/NBD Model (2005, background): “While a number of researchers (e.g., Balasubramanian et al. 1998; Jain and Singh 2002; Mulhern 1999; Niraj et al. 2001) refer to the applicability and usefulness of the Pareto/NBD, only a small handful claim to have actually implemented it.”
A strategic review of “supply networks” (2004, background): “Also, analogous to total cost analysis for supplied goods and services the marketing literature provides models to analyse customer profitability in order to optimise the value chain ( Niraj et al ., 2001”