CUSTOMER LIFETIME VALUE, CUSTOMER PROFITABILITY AND THE TREATMENT OF ACQUISITION SPENDING

By Phillip E. Pfeifer, Mark E. Haskins. 2005

240 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/c6c5baa9350ccb0cdb136256d9ca5933cbf333c4

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

1. Peter S. Fader
2. Bruce G. S. Hardie
3. Ka Lok Lee
4. L. Petruzzellis
5. Salvatore Romanazzi
6. George Knox
7. M. Wübben
8. Julián Villanueva

Citations in the corpus

• Educational value: how students choose university: Evidence from an Italian university (2010, background): “Therefore, it could try to define the Student lifetime value (Pfeifer et al., 2005; Haenlein et al., 2006) from both the university and the student point of view, even (especially) once the student has completed his/her course.”
• RFM and CLV: Using Iso-Value Curves for Customer Base Analysis (2005, background): “At a purely conceptual level, the calculation of CLV is a straightforward proposition: it is simply the present value of the future cashflows associated with a customer (Pfeifer et al. 2005).”