جلد 24، شماره 4 - ( 9-1392 )
جلد 24 شماره 4 صفحات 338-317 |
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Tarokh M, EsmaealiGookeh M. Customer Lifetime Value Models: A literature Survey. IJIEPR 2013; 24 (4) :317-338
URL: http://ijiepr.iust.ac.ir/article-1-509-fa.html
URL: http://ijiepr.iust.ac.ir/article-1-509-fa.html
Customer Lifetime Value Models: A literature Survey. نشریه بین المللی مهندسی صنایع و تحقیقات تولید. 1392; 24 (4) :317-338
چکیده: (6585 مشاهده)
Abstract
Customer Lifetime Value (CLV) is known as an important concept in marketing and management of organizations to increase the captured profitability. Total value that a customer produces during his/her lifetime is named customer lifetime value. The generated value can be calculated through different methods. Each method considers different parameters. Due to the industry, firm, business or product, the parameters of CLV may vary. Companies use CLV to segment customers, analyze churn probability, allocate resources or formulate strategies related to each segment. In this article we review most presented models of calculating CLV. The aim of this survey is to gather CLV formulations of past 3 decades, which include Net Present Value (NPV), Markov chain model, probability model, RFM, survival analysis and so on.
نوع مطالعه: پژوهشي |
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دریافت: 1391/11/10 | پذیرش: 1392/11/13 | انتشار: 1392/11/13
دریافت: 1391/11/10 | پذیرش: 1392/11/13 | انتشار: 1392/11/13
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