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Thumbnail image for product with reference number UVA-M-0718
Customer Profitability
Technical note
-
Reference no. UVA-M-0718
Subject category: Marketing
Authors: Phillip E Pfeifer (Darden School of Business, University of Virginia); Paul W Farris (Darden School of Business, University of Virginia); Neil Bendle (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 2005
Version: 27 April 2018
Revision date: 14-May-2018
Length: 15 pages
Data source: Published sources
Topics: Customer profitability; Customer relationship management; Customer lifetime value; Marketing; Consumer marketing; Marketing analysis & research
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Abstract

This technical note defines, describes, and illustrates the most common metrics marketers used to monitor and manage customer relationships. Among the metrics covered are customer counts, recency, retention rates, customer profitability and customer lifetime value.
Thumbnail image for product with reference number UVA-M-0834TN
Netflix, Inc: The Customer Strikes Back
Teaching note
-
Reference no. UVA-M-0834TN
Subject category: Marketing
Authors: Rajkumar Venkatesan (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 2012
Version: 7 December 2015
Revision date: 7-Jan-2016
Length: 10 pages
Data source: Published sources
View full details
Thumbnail image for product with reference number UVA-M-0834
Netflix, Inc: The Customer Strikes Back
Case
-
Reference no. UVA-M-0834
Subject category: Marketing
Authors: Rajkumar Venkatesan (Darden School of Business, University of Virginia); Daniel Shively (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 2012
Version: 7 December 2015
Revision date: 7-Jan-2016
Length: 7 pages
Data source: Published sources
Topics: Perceptual market map; Customer retention; Customer lifetime value; CLV; Marketing analysis & research; Marketing strategy & planning
View full details
Thumbnail image for product with reference number UVA-M-0799
Customer Profit
Technical note
-
Reference no. UVA-M-0799
Subject category: Marketing
Authors: Phillip E Pfeifer (Darden School of Business, University of Virginia); Paul W Farris (Darden School of Business, University of Virginia); Neil Bendle (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 2011
Version: 20 April 2011
Length: 9 pages
Data source: Published sources
Topics: Customer profit; Customer profitability; Recency; Retention
View full details
Thumbnail image for product with reference number UVA-M-0800
Customer Lifetime Value
Technical note
-
Reference no. UVA-M-0800
Subject category: Marketing
Authors: Phillip E Pfeifer (Darden School of Business, University of Virginia); Paul W Farris (Darden School of Business, University of Virginia); Neil Bendle (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 2011
Version: 20 April 2011
Length: 9 pages
Data source: Published sources
Topics: Customer lifetime value; Cohort and incubate; CLV; Infinite horizon; Prospect lifetime value; Retention
View full details
Thumbnail image for product with reference number UVA-M-0955
Customer Profitability
Technical note
-
Reference no. UVA-M-0955
Russian language
Subject category: Marketing
Authors: Paul W Farris (Darden School of Business, University of Virginia); Phillip E Pfeifer (Darden School of Business, University of Virginia); Neil Bendle (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 2005
Version: 28 December 2013
Length: 15 pages
Data source: Published sources
Topics: Customer profitability; Customer relationship management; Customer lifetime value; Consumer marketing; Marketing analytics & metrics
View full details

About

Abstract

This technical note defines, describes, and illustrates the most common metrics marketers used to monitor and manage customer relationships. Among the metrics covered are customer counts, recency, retention rates, customer profitability and customer lifetime value.

Related

Thumbnail image for product with reference number UVA-M-0834TN
Netflix, Inc: The Customer Strikes Back
Teaching note
-
Reference no. UVA-M-0834TN
Subject category: Marketing
Authors: Rajkumar Venkatesan (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 2012
Version: 7 December 2015
Revision date: 7-Jan-2016
Length: 10 pages
Data source: Published sources
View full details
Thumbnail image for product with reference number UVA-M-0834
Netflix, Inc: The Customer Strikes Back
Case
-
Reference no. UVA-M-0834
Subject category: Marketing
Authors: Rajkumar Venkatesan (Darden School of Business, University of Virginia); Daniel Shively (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 2012
Version: 7 December 2015
Revision date: 7-Jan-2016
Length: 7 pages
Data source: Published sources
Topics: Perceptual market map; Customer retention; Customer lifetime value; CLV; Marketing analysis & research; Marketing strategy & planning
View full details
Thumbnail image for product with reference number UVA-M-0799
Customer Profit
Technical note
-
Reference no. UVA-M-0799
Subject category: Marketing
Authors: Phillip E Pfeifer (Darden School of Business, University of Virginia); Paul W Farris (Darden School of Business, University of Virginia); Neil Bendle (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 2011
Version: 20 April 2011
Length: 9 pages
Data source: Published sources
Topics: Customer profit; Customer profitability; Recency; Retention
View full details
Thumbnail image for product with reference number UVA-M-0800
Customer Lifetime Value
Technical note
-
Reference no. UVA-M-0800
Subject category: Marketing
Authors: Phillip E Pfeifer (Darden School of Business, University of Virginia); Paul W Farris (Darden School of Business, University of Virginia); Neil Bendle (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 2011
Version: 20 April 2011
Length: 9 pages
Data source: Published sources
Topics: Customer lifetime value; Cohort and incubate; CLV; Infinite horizon; Prospect lifetime value; Retention
View full details
Thumbnail image for product with reference number UVA-M-0955
Customer Profitability
Technical note
-
Reference no. UVA-M-0955
Russian language
Subject category: Marketing
Authors: Paul W Farris (Darden School of Business, University of Virginia); Phillip E Pfeifer (Darden School of Business, University of Virginia); Neil Bendle (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Originally published in: 2005
Version: 28 December 2013
Length: 15 pages
Data source: Published sources
Topics: Customer profitability; Customer relationship management; Customer lifetime value; Consumer marketing; Marketing analytics & metrics
View full details