Valuing the Real Option of Abandoning Unprofitable Customers when Calculating Customer Lifetime Value

By Michael Haenlein, Andreas M. Kaplan, Detlef Schoder. 2006

136 citations recorded by the source corpus.

Subfields: Economics and Econometrics, Marketing

View Paper: https://www.semanticscholar.org/paper/edc2620f3eb544271429c5dc4f6fd44b887e828f

How researchers see this paper

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

In Economics and Econometrics

1. Ashwin Malshe
2. Manoj K. Agarwal

In Marketing

1. L. Petruzzellis
2. Salvatore Romanazzi
3. Ashwin Malshe
4. Manoj K. Agarwal

Citations in the corpus

• From Finance to Marketing: The Impact of Financial Leverage on Customer Satisfaction (2015, background): “The value of such growth options can be estimated by treating them as “real options” (Black and Scholes 1973; Cox, Ross, and Rubinstein 1979; Haenlein, Kaplan, and Schoder 2006; for a review, see Merton 1998).”
• 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.”