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Chapter 1: Drivers of customer equity
Roland T. Rust
,
James Kim
,
Yue Dong
,
Tom J. Kim
, and
Seoungwoo Lee
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Category:
Handbook Chapter
Published:
30 Jan 2015
Page Range:
17–43
Collection:
Business 2015
DOI:
https://doi.org/10.4337/9781781004982.00007
Full access
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PDF
Handbook of Research on Customer Equity in Marketing
Edited by
V. Kumar
and
Denish Shah
Handbook
Published:
30 Jan 2015
Print ISBN:
9781781004975
eISBN:
9781781004982
DOI:
https://doi.org/10.4337/9781781004982
Pages:
c 528
Collection:
Business 2015
Buy Print
Table of Contents
Front Matter
Copyright
Contents
Contributors
Introduction: the evolution of customer equity
PART I: Understanding and Measuring Customer Equity
Chapter 1: Drivers of customer equity
Chapter 2: Aggregate-and individual-level customer lifetime value
Chapter 3: Simple probability models for computing CLV and CE
Chapter 4: Incorporating dynamics in customer lifetime value models
Chapter 5: The value of flexibility: real options and customer lifetime value
PART II: Identifying Key Drivers to Augment Customer Equity
Chapter 6: Managing customer loyalty to maximize customer equity
Chapter 7: Leveraging product returns to maximize customer equity
Chapter 8: Word-of-mouth and marketing effects on customer equity
Chapter 9: The power of customer referrals
PART III: Applying the Customer Equity Concept to Enhance Firm Performance
Chapter 10: Customer acquisition strategies: a customer equity management perspective
Chapter 11: The chain of effects from customer satisfaction to customer profitability
Chapter 12: Customer-lifetime-value–based resource allocation
Chapter 13: Customer mindset metrics and firm performance
PART IV: Strategic Management of Customer Equity
Chapter 14: Risk considerations in the management of customer equity
Chapter 15: Co-managing brand equity and customer equity
Chapter 16: Customer equity management – opportunities and threats from new technologies
Chapter 17: Stop grouping and start regulating: a new approach to social media marketing
PART V: Implementing customer equity in firms
Chapter 18: Implementing marketing return metrics in organizations
Chapter 19: Interaction orientation and complaint handling
Chapter 20: Customer equity reporting*
Chapter 21: The future of customer equity
Index
Subjects
Business and Management
Marketing
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