Lifetime Customer Value Analysis
The concept describes the best practice of customer lifetime value analysis, explores its benefits for organisations, and reviews implementation steps and success factors.
Technique Overview
Lifetime Customer Value Analysis Definition
Lifetime Customer Value (LCV) represents a profound, supplier-oriented understanding of customer value which measures the profit contribution of a customer across the entire customer life cycle (Bauer et al., 2003; Cornelsen, 2000).
Lifetime Customer Value Analysis Description *
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Business Evidence
Strengths, weaknesses and examples of Lifetime Customer Value Analysis *
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Business Application
Implementation, success factors and measures of Lifetime Customer Value Analysis *
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Professional Tools
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Further Reading
Lifetime Customer Value Analysis web and print resources *
Lifetime Customer Value Analysis references (4 of up to 20) *
- Bauer, H.H., Hammerschmidt, M. and Braehler, M. (2003) The Customer Lifetime Value Concept and its Contributions to Corporate Evaluation. Yearbook of Marketing and Consumer Research, Vol. 1, pp. 47-67.
- Blattberg, R.C. (1998) Managing the Firm using Lifetime Customer Value. Chain Store Age, Vol. 74(1), pp. 46-49.
- Cornelsen, J. (2000) Customer Value Analyses in Relationship Marketing: Theoretical Foundation and Results of an Empirical Study in the Automobile Industry, Nürnberg: Germany.
- Gupta, S. and Lehmann, D.R. (2008) Models of Customer Value. In B. Wierenga, (Ed.) Handbook of Marketing Decision Models, Springer: New York.
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