Customers as assets

By Sunil Gupta, Donald R. Lehmann. 2003

507 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/f8ea046843b8b1c869cb6173f8f8af8e8e11dbf0

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In Organizational Behavior and Human Resource Management

Citations in the corpus

Customer Metrics and Their Impact on Financial Performance (2006, unknown): “earnings (to assess the price-earnings or P/E ratio), value (e.g., Gupta et al. 2004). observed customer metrics, such as CLV, improve a ﬁrm’s ﬁnancial performance.”
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).”
An LTV model and customer segmentation based on customer value: a case study on the wireless telecommunication industry (2004, background): “generated from a customer Gupta and Lehmann (2003)”
Managing retailer profitability - one customer at a time! (2006, methodology): “…of the net present value of the lifetime value of ustomers that shopped from that store minus the net present alue of the rent for the store.9 In principle, this approach is nalogous to the study of Gupta and Lehmann (2003) that omputed the lifetime value of customers as a proxy for rm valuation.”
Characterizing Value as an Experience (2012, background): “Alternative customer value measures, which are primarily economic in nature, for example, customer assets (Gupta and Lehmann 2003), customer equity (Blattberg and Deighton 1996; Hogan, Lemon, and Rust 2002), customer lifetime value (Berger and Nasr 2002), and customer profitability (Reinartz and…”
Customer Relationship Management: Its Dimensions and Effect on Customer Outcomes (2004, unknown): “Recently, Gupta and Lehmann (2003) estimated a less dramatic increase of 22 percent to 37 percent in customer lifetime value or revenue, for a 5 percent increase in customer retention.”