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Customer lifetime network value: customer valuation in the context of network effects

Däs, Miriam, Klier, Julia, Klier, Mathias, Lindner, Georg and Thiel, Lea (2017) Customer lifetime network value: customer valuation in the context of network effects. Electronic Markets 27 (4), pp. 307-328.

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Date of publication of this fulltext: 04 May 2017 13:51

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Abstract

Nowadays customers are increasingly connected and extensively interact with each other using technology-enabled media like online social networks. Hence, customers are frequently exposed to social influence when making purchase decisions. However, established approaches for customer valuation mostly neglect network effects based on social influence. This leads to a misallocation of resources. ...

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Item type:Article
Date:2017
Institutions:Business, Economics and Information Systems > Institut für Wirtschaftsinformatik
Business, Economics and Information Systems > Institut für Wirtschaftsinformatik > Lehrstuhl für Wirtschaftsinformatik II (Prof. Dr. Bernd Heinrich)
Identification Number:
ValueType
10.1007/s12525-017-0255-4DOI
Keywords:WORD-OF-MOUTH; ONLINE SOCIAL NETWORKS; INFORMATION-SYSTEMS RESEARCH; DESIGN SCIENCE RESEARCH; EWOM COMMUNICATION; INFLUENTIAL USERS; FUTURE-RESEARCH; MODELS; IDENTIFICATION; SATISFACTION; Customer valuation; Customer lifetime value; Social influence; Network effects
Dewey Decimal Classification:300 Social sciences > 330 Economics
Status:Published
Refereed:Yes, this version has been refereed
Created at the University of Regensburg:Yes
Item ID:35610
Owner only: item control page

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