Buhl, Hans Ulrich and Heinrich, Bernd (2008) Valuing Customer Portfolios under Risk-Return-Aspects: A Model-based Approach and its Application in the Financial Services Industry. Academy of Marketing Science review 12 (5).
For identifying and selecting the most profitable customers in terms of the shareholder value, the Customer Lifetime Val-ue (CLV) gained broad attention in marketing literature. However, in this paper, the authors argue that the CLV does not take into account the risk associated with customer relationships and consequently does not conform to the principle of shareholder value. Therefore, a ...
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|Institutions:||Business, Economics and Information Systems > Institut für Wirtschaftsinformatik > Lehrstuhl für Wirtschaftsinformatik II (Prof. Dr. Bernd Heinrich)|
|Interdisciplinary Subject Network:||Not selected|
|Keywords:||customer profitability, customer portfolio, customer segment valuation, financial services industry|
|Dewey Decimal Classification:||300 Social sciences > 330 Economics|
|Refereed:||Yes, this version has been refereed|
|Created at the University of Regensburg:||Unknown|
|Deposited On:||30 Jan 2012 12:57|
|Last Modified:||18 Nov 2015 14:50|