Working Paper

Using Customer Lifetime Value in Customer Selection and Resource Allocation

Rajkumar Venkatesan and V. Kumar

Jan 1, 2003

Download

Analyzes customer lifetime value as a metric for identifying profitable customers and compares to other customer-selection metrics; develops CLV-based model for optimizing marketing communications.

By using MSI.org you agree to our use of cookies as identifiers and for other features of the site as described in our Privacy Policy.