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Customer Lifetime Network Value

Klier, Julia, Klier, Mathias, Thiel, Lea and Probst, Florian (2014) Customer Lifetime Network Value. In: Proceedings of the 35th International Conference on Information Systems (ICIS), 2014, Auckland, New Zealand, Dec 14 - 17, 2014, Auckland.

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Today, people are increasingly connected and extensively interact with each other using technology-enabled media. Hence, customer s are more frequently exposed to social influence of other customers when making purchase decisions. However, established approaches for customer valuat ion most widely neglect network effects based on social influence leading to a misallocation of resour ces. ...


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Item type:Conference or workshop item (Paper)
Institutions:Business, Economics and Information Systems > Institut für Wirtschaftsinformatik > Alumni or Retired Professors > Professur für Wirtschaftsinformatik - Qualitätsmanagement und Qualitätssicherung (Prof. Dr. Mathias Klier)
Keywords:Customer valuation, customer lifetime va lue, customer relationship management, social influence, network effects
Dewey Decimal Classification:300 Social sciences > 330 Economics
Refereed:Yes, this version has been refereed
Created at the University of Regensburg:Yes
Item ID:30837
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