Academic literature on the topic 'Consumer lifetime value'
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Journal articles on the topic "Consumer lifetime value"
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Emokiniovo, Aganbi Victor. "Building Consumer Lifetime Value through Brand Communications." Singaporean Journal of Business Economics and Management Studies 5, no. 12 (2017): 22–29. http://dx.doi.org/10.12816/0039978.
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Zhang, Jason Q., Ashutosh Dixit, and Roberto Friedmann. "Customer Loyalty and Lifetime Value: An Empirical Investigation of Consumer Packaged Goods." Journal of Marketing Theory and Practice 18, no. 2 (2010): 127–40. http://dx.doi.org/10.2753/mtp1069-6679180202.
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Sunder, Sarang, V. Kumar, and Yi Zhao. "Measuring the Lifetime Value of a Customer in the Consumer Packaged Goods Industry." Journal of Marketing Research 53, no. 6 (2016): 901–21. http://dx.doi.org/10.1509/jmr.14.0641.
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Johnson, Trent E., and Susan E. P. Bastian. "A fine wine instrument – an alternative for segmenting the Australian wine market." International Journal of Wine Business Research 27, no. 3 (2015): 182–202. http://dx.doi.org/10.1108/ijwbr-04-2014-0020.
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Purpose – The purpose of the study was to devise an instrument, labelled the Fine Wine Instrument (FWI), to measure the fine wine behaviour of respondents and then use that base to segment the consumer sample. The behaviour of those respondents who scored highly on the FWI was examined in detail. Design/methodology/approach – An online survey collected quantitative information from a convenience sample of Australian wine consumers (n = 1,017). Using the FWI as the segmentation base, cluster analysis identified three segments of consumers, denoted “Wine Enthusiasts”, “Aspirants” and “No Frills” wine drinkers, and their respective wine-related behaviours were examined. Findings – The Wine Enthusiasts’ segment consumed more wine, spent more money on wine and were more knowledgeable about wine than the other two segments. The demographics of the Wine Enthusiasts’ segment indicated that the members were not consistent with the conventional view of wine connoisseurs, as many were under the age of 35. Their lifetime value to the wine industry was highlighted along with potential targeting strategies. Some structural elements of the Australian domestic wine market were also noted. Practical implications – A segmentation base of a wine market is presented, which the authors argue provides a more sophisticated analysis than other commonly used segmentation bases. Originality/value – This study was the first to segment the Australian market using the recently developed FWI. The study provides the latest information on this market and deeper consumer insights that may permit better business-to-consumer engagement.
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Невоструев, П., P. Nevostruev, Ж. Мусатова, and Zh Musatova. "Managing the Lifelong Value of Customers Through Increased Satisfaction with Quality and Speed of Feedback." Scientific Research and Development. Economics of the Firm 7, no. 1 (2018): 44–49. http://dx.doi.org/10.12737/article_5ad9e12cf3ea99.36883382.
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In the modern conditions of IT development marketers get an opportunity to thoroughly study the metrics of consumer behavior. There are new approaches to determining the effectiveness of marketing activities, including the evaluation of profitability. The modern analytical approach allows to define lifetime value of the client (LTV) and, compare it with expenses for attraction. One of the key tasks of marketing activities is managing the lifetime value, especially the desire to increase this metric.Despite the fact that not all factors influencing the lifetime value are manageable by the company, it is necessary to maximize the efficiency of work in this direction taking into account the already used tools, and the feedback is the most important one. Within the framework of this article, a research of the requirements that customers make for feedback is made, satisfaction of which is a necessary condition for increasing the lifetime value.
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Ghosh, Arundhati, and Srinath Naidu. "Customer Lifetime Value Prediction: A Study on Multiple Brands Purchase of Consumer Packaged Goods." International Journal of Innovative Research in Applied Sciences and Engineering 3, no. 8 (2020): 510. http://dx.doi.org/10.29027/ijirase.v3.i8.2020.510-513.
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Yang, Hsiao-Pei, Dorothy Yen, and John M. T. Balmer. "Higher education: a once-in-a-lifetime purchase." Qualitative Market Research: An International Journal 23, no. 4 (2020): 865–90. http://dx.doi.org/10.1108/qmr-12-2017-0169.
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Purpose Drawing on infrequent purchase and university selection literature, the purpose of this study is to make theoretical contributions to the identification and comprehension of the ‘once-in-a-lifetime purchase’ (OILP) phenomenon. Design/methodology/approach Data derived from in-depth interviews with 34 Taiwanese and 11 Chinese students over two phases suggest that an OILP qualitatively differs from other purchases. Findings The principal traits of OILP are quadripartite in character: zero-repurchase intention; permanency of purchase; high social pressure and extensive information search. The results contribute to the theoretical understanding of the higher education (HE) sector as one type of OILP provider, and managerial implications are discussed specifically for the HE institutions. Practical implications Marketing managers of HE institutions should be cognisant of the range of information collected by prospective OILP customers from a variety of different sources. Prospective students who are OILP customers perceive non-marketing information as more reliable than marketing promotional materials and will better assist them during their decision making. Originality/value The paper makes explicit theoretical and instrumental contributions to our identification and comprehension of the OILP phenomenon, thus shedding new light on studies of consumer purchase decision literature. It also extends previous understanding of HE marketing by showing that choosing an HE degree is, in fact, an OILP and, as such, requires a new way of approaching prospective students as consumers.
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Muranko, Żaneta, Catriona Tassell, Anouk Zeeuw van der Laan, and Marco Aurisicchio. "Characterisation and Environmental Value Proposition of Reuse Models for Fast-Moving Consumer Goods: Reusable Packaging and Products." Sustainability 13, no. 5 (2021): 2609. http://dx.doi.org/10.3390/su13052609.
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Problem: Fast-Moving Consumer Goods (FMCGs) are products that are purchased and consumed frequently to satisfy continuous consumer demand. In a linear economy, FMCGs are typically offered as single-use and disposable products. Limitations in product design, insufficient collection systems, and inefficient recovery processes prevent high recycling rates. As a result, FMCGs often end up in landfill or the environment, contributing to waste accumulation, and pollution. Whilst recycling is the most common waste prevention strategy practiced by the industry, the process is limited to addressing only the final stage of the product life cycle, omitting the overproduction and consumption of materials typical of FMCGs. Instead, reuse is a strategy that is capable of extending the value of resources by slowing material flows. Novel reuse models that require the consumer to interact with durable primary packaging and products are emerging in the FMCG industry. However, the constituent elements and operation principles of such reuse models are not fully understood. The aim of this research is to develop a comprehensive characterisation of reuse models and to evaluate their potential to deliver environmental value. Method: Ninety-two reuse offerings were selected and analysed to identify their reuse system elements. The analysis led to the identification of a framework including five reuse models, which were also evaluated to establish their capability to deliver environmental value when compared to conventional single-use and disposable FMCGs. Results: Currently in the FMCG sector, reusable products are mostly durable packaging, such as bottles and containers for beverages, foods, personal and home care goods, and are infrequently durable products, such as personal and baby care goods, including razors and nappies. Three reuse models involve exclusive reuse, a behaviour by which a reusable product is used and kept by a single user throughout the product lifetime. In exclusive reuse models, users are provided with either a reusable product (model 1), a reusable product with preparation for reuse infrastructure (model 2), or access to preparation for reuse infrastructure (model 3). Two reuse models involve sequential reuse, a behaviour by which a reusable product is used by multiple users throughout the product lifetime and returned after each use to a provider. In sequential reuse models, users are provided with either a reusable product with preparation for reuse infrastructure and provider-operated recovery services (model 4), or a reusable product and provider-operated services for recovery and preparation for reuse (model 5). Whilst the five reuse models can operate standalone, some offerings were found to embed a multi-model approach. Both exclusive and sequential reuse models are capable of delivering environmental value by reducing the use of natural resources and retaining their value in the economy. In particular, sequential reuse models were found to have a greater capability to increase the share of recyclable resources by offering access to infrastructure for the closure of material loops. Conclusions: Consumers can currently access five reuse models and choose between exclusive and sequential reuse behaviours. When adopted in conjunction with recycling, reuse models can enable a more efficient consumption of FMCGs. Providing the infrastructure necessary to enable reuse and recycling is key to the successful and sustainable deployment of the reuse models.
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Jin, Lawrence, Don Kenkel, Feng Liu, and Hua Wang. "Retrospective and Prospective Benefit-Cost Analyses of U.S. Anti-Smoking Policies." Journal of Benefit-Cost Analysis 6, no. 1 (2015): 154–86. http://dx.doi.org/10.1017/bca.2014.1.
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Regulatory policies designed to improve societal welfare by “nudging” consumers to make better choices are increasingly popular. The application of benefit-cost analysis (BCA) to this sort of regulation confronts difficult theoretical and applied issues. In this analysis we contribute a worked example of behavioral BCA of U.S. anti-smoking policies. Our conceptual framework extends the standard market-based approach to BCA to allow for individual failures to make lifetime-utility-maximizing choices of cigarette consumption. We discuss how our market-based approach compares to the health benefits approach and the “consumer surplus offset” controversy in recent BCAs of several health-related regulations. We use a dynamic population model to make counterfactual simulations of smoking prevalence rates and cigarette demand over time. In our retrospective BCA the simulation results imply that the overall impact of anti-smoking policies from 1964 to 2010 is to reduce the total cigarette consumption by 28%. At a discount rate of 3% the 1964–present value of the consumer benefits from anti-smoking policies through 2010 is estimated to be $573 billion ($2010). Although we are unable to develop a hard estimate of the policies’ costs, we discuss evidence that suggests the consumer benefits substantially outweigh the costs. We then turn to a prospective BCA of future anti-smoking Food and Drug Administration (FDA) regulations. At a discount rate of 3%, the 2010–present value of the consumer benefits 30 years into the future from a simulated FDA tobacco regulation is estimated to be $100 billion. However, the nature of potential FDA tobacco regulations suggests that they might impose additional costs on consumers that make it less clear that the net benefits of the regulations will be positive.
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Arli, Denni, Fandy Tjiptono, and Warat Winit. "Consumer ethics among young consumers in developing countries: a cross national study." Social Responsibility Journal 11, no. 3 (2015): 449–66. http://dx.doi.org/10.1108/srj-05-2013-0059.
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Purpose – The present study aims to examine the similarities and differences between young consumers in Indonesia and Thailand based on actionable and strategy-yielding marketing variables (e.g. Machiavellianism, ethical orientations, trust, opportunism and materialism) and, second, it examined the impact of these variables on consumer ethics. Design/methodology/approach – A convenience sample of university students from a large private university in Yogyakarta (Indonesia) and a large public university in Chiang Mai (Thailand) were asked to complete a survey that incorporated scales to measure consumers’ ethical beliefs, specifically, Machiavellianism, ethical orientation, opportunism, trust and materialism, as well as demographic classification questions. Findings – The findings showed that young Indonesian and Thai consumers display similarities on most of the constructs. Moreover, the study found that personal moral philosophies (i.e. idealism and relativism) and trust strongly influence their judgment in ethically intense situations in both countries. Research limitations/implications – The current study has several limitations, especially the use of convenience sampling that may limit the generalizability of the findings. Students in Indonesia and Thailand may behave differently from general consumers or other cohorts with regards to their ethical judgments. Practical implications – Because personal ethical positions are developed over a lifetime of experiences in dealing with and resolving moral issues, schools and universities should intervene and educate youth on acting in ways that are consistent with moral rules. Currently, universities and schools in Indonesia and Thailand and many other countries in developing countries do not promote this knowledge to students. Originality/value – This is one of the first studies exploring consumer ethics in Indonesia and Thailand.
Dissertations / Theses on the topic "Consumer lifetime value"
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Bujdová, Darina. "Návratnosť marketingových investícií." Master's thesis, Vysoká škola ekonomická v Praze, 2012. http://www.nusl.cz/ntk/nusl-162360.
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This Diploma thesis deals with measuring the effectiveness of marketing investments on the real model used by Royal Philips Electronics. Firstly, on the basis of qualitative research conducted through semi-structured personal interviews with marketing managers in Philips and participation in two marketing projects in the company, it determines the advantages, disadvantages and restrictive elements of the current model. Then in the theoretical context, it is compared with the practices of other companies which are one of the conclusions of the qualitative interviews. The result is a proposal of current model's improvements of measuring ROI marketing investments.
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Wakabayashi, Muroya José Luis. "La Aplicación del Valor de Vida del Cliente en la Gestión de la Relación con el Distribuidor en Empresas de Consumo Masivo de Productos Empaquetados de Lima, Perú. Un Estudio de Casos Múltiple." Doctoral thesis, Universitat Ramon Llull, 2011. http://hdl.handle.net/10803/9185.
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La gestió de la relació amb el client (CRM) és el procés en què es creen relacions amb els clients i altres actors al llarg de les seves vides. Així, a la base d'aquest procés hi ha el concepte de CLV, conegut com el valor del cicle de vida del client (customer lifetime value), que permet calcular tant el valor net del client com la seva rendibilitat per a l'empresa. <br/><br/>Aquesta tesi destaca el fet que el màrqueting teòric ha desenvolupat diferents camps d'aplicació per afrontar el procés de CRM. Un d'aquests, que cada vegada és més important, és la gestió de la relació amb el canal de distribució. <br/><br/>Aquesta tesi és un intent per cobrir el buit que hi ha en la recerca de màrqueting sobre aquest tema i esbrinar el veritable paper del CLV en un context concret d'aplicació: les empreses de consum de masses de Lima i els seus distribuïdors. Aquest camp resta gairebé inexplorat i ha estat poc investigat, malgrat que el procés de CMR en el mercat de masses i la relació amb els distribuïdors constitueixen importants camps d'aplicació per al CLV. <br/><br/>A partir de l'anàlisi de casos de tres diferents empreses peruanes, mitjançant entrevistes i observacions realitzades al seu personal, aquesta tesi investiga l'aplicació del CLV com a concepte clau i com a eina de mesurament en els processos de gestió de la relació (CRM) amb els seus canals de distribució o intermediaris. <br/><br/>L'estudi s'ha dut a terme al Perú perquè aquest país té unes característiques similars als altres països llatinoamericans i la regió gairebé no disposa de cap recerca en CMR. Per això, aquest treball espera proporcionar informació significativa sobre l'aplicació del concepte dogmàtic de CMR. <br/><br/>La tesi argüeix que, malgrat que l'evolució cap a una aproximació relacional del màrqueting s'ha estès, la pràctica encara difereix de la teoria en molts mercats, com s'ha observat a les tres empreses estudiades. Per aquest motiu, aquest treball de recerca pot constituir un punt de partida per a investigacions més profundes en la matèria.<br>La gestión de la relación con el cliente (CRM) es el proceso en el que se crean relaciones con los clientes y otros actores a lo largo de sus vidas. Así, en la base de ese proceso se encuentra el concepto del CLV, conocido como valor de ciclo de vida del cliente (customer lifetime value), que permite calcular tanto el valor neto del cliente y su rentabilidad para la empresa. <br/> <br/>Esta tesis pone resalta el hecho de que el marketing teórico ha desarrollado diferentes campos de aplicación para encarar el proceso de CRM. Una de estas, y cada vez más importante, es la gestión de relación con el canal de distribución. Además, puesto que este tema constituye un vacío en la investigación de marketing, esta tesis constituye un intento para reducirlo y averiguar el verdadero papel del CLV en un contexto particular de aplicación: las empresas de consumo masivo de Lima y sus distribuidores. Este campo permanece casi inexplorado y cuenta con escasa investigación a pesar de que el proceso de CMR en el mercado masivo y la relación con los distribuidores constituyen importantes campos de aplicación para el CLV. <br/><br/>Mediante el análisis de casos de tres diferentes empresas peruanas, mediante entrevistas y observaciones realizadas al personal de las mismas, esta tesis investiga la aplicación del CLV como concepto clave y como herramienta de medición en los procesos de gestión de la relación (CRM) con sus canales de distribución o intermediarios. Este estudio se llevó a cabo en Perú porque este país comparte características similares con el resto de países latinoamericanos y esta región casi no cuenta con investigación en CMR. Por ello este trabajo espera brindar información significativa sobre la aplicación del concepto dogmatico de CMR. <br/><br/>Esta tesis arguye que a pesar de que la evolución hacia una aproximación relacional del marketing se ha extendido, todavía la práctica difiere de la teoría en muchos mercados, como se ha observado en las tres compañías estudiadas, por tal razón el presente trabajo de investigación puede constituir un punto de partida para investigaciones más profundas al respecto.<br>The customer relationship management (CRM) is the process where relationships with customers and other actors are created throughout their lifecycle. Therefore, in the very foundations of this process is CLV, a key concept known as well as customer lifetime value, that allows estimating not only the customer net value over a long period of time , but also his profitability for the company. <br/><br/>This dissertation remarks the fact that theoretical Marketing has developed different fields of application to face the complex process of CRM. One of them, in increasing importance, is the CRM with the distribution channel. Since this issue means a gap in marketing research, this dissertation constitutes an attempt to reduce it and find out the very role of CLV when CRM takes place in a particular context of application: massive consume companies from Lima and their distributors. This field is almost unexplored and has little research despite the fact that CRM process in the massive market and the relationship with distributors constitute important fields of application for the CLV. <br/><br/>Through an analysis of three cases of different Peruvian companies, by interviewing their staff, this dissertation investigates the application of CLV as a key concept and as a measuring tool for CRM process with the distribution channel or intermediaries. This study took place in Peru because this country has similar characteristics with the rest of Latin American countries and this region has almost no research in CRM process. That is why this dissertation expects to add significant information about the application of the dogmatic concept of CRM. <br/><br/>This dissertation argues that despite the fact that an evolutional shift to a Marketing relationship approach is extended around the world, theory and practice still differs each other in a number of markets, as it is observed in the companies selected to this research. Thus this study could be the starting point of more and deeper research about it.
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Juma, Chisava. "Towards a better understanding of customer lifetime value and over indebtedness." Diss., 2014. http://hdl.handle.net/2263/44210.
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Companies around the world have collected enormous amounts of data at the customer level, and are using different methodologies to understand their customers’ behaviour. However these different methodologies have not been effective in leveraging customer information. In this study, by computing Customer Lifetime Value (CLV) scores for individual customers of a banking organisation, two segments namely high CLV and low CLV are mined. The level of indebtedness among customers in this study is identified based on the two segments mentioned above. Also in this study, a critical analysis of the literature on the association of CLV and Over-indebtedness is provided.
The results indicate that the low CLV customers are less likely to end up over-indebted. This finding negates the common viewpoint that low CLV and over-indebtedness variables are associated. A quantitative research design was chosen above a qualitative research design for this study. CLV scores for individual customers are calculated using Hwang (2004) model and a Chi-squared test is used for the hypothesis testing of the research propositions. Based on the findings and conclusions drawn from this study, several recommendations and further future research are made.<br>Dissertation (MBA)--University of Pretoria, 2014.<br>zkgibs2015<br>Gordon Institute of Business Science (GIBS)<br>Unrestricted
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Hung, Hsin-Lien, and 洪馨蓮. "The impact of Consumer Motivation, Experiential Marketing, Customer Relationship Management on Relationship Quality and Customer Lifetime Value -Case Study for Aromatherapies-consumer." Thesis, 2016. http://ndltd.ncl.edu.tw/handle/b47bgr.
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碩士<br>正修科技大學<br>化妝品與時尚彩妝研究所<br>104<br>Incensing market competition in Taiwan beauty trends, facing of cosmetic medicine science and technology development, direct-selling in market competition of beauty, beauty influencers shopping in network operation and other get involved, how to break through and draw consumers to become your loyal customers? Investigate the effects of aromatherapy beauty consumer lifetime value of the customer impact factor to Consumer Motivation, Experience Marketing, Customer Relationship Management, Relationship Quality and Customer Lifetime Value for research purposes.
This study was collected in aromatherapy beauty stores of consumers after professional services survey, the number of samples 400, aged about 18 years to 50 years of age. We use software of statistical SPSS18, to reliability and validity analysis, t test, one-way analysis of variance, correlation analysis, regression analysis, hierarchical regression analysis were analyzed, the results are as follows:
1.The characteristics of the individual on Consumer Motivation, Experiential Marketing, Customer Relationship Management pair Relationship Quality and Customer Lifetime Value on affect are significant correlation.
2.The personal characteristics (gender, marital status, age, occupation, education level, monthly income, aromatherapy shop spending time, the number of monthly consumption, the amount of a single consumer) and Consumer Motivation, Experience Marketing, Customer Relationship Management, and Relationship Quality with the Customer Lifetime Value are parts of significant effect.
3.There are significant correlation with Consumer motivation、Experiential marketing、Customer Relationship Management、Relationship Quality and Customer Lifetime Value.
4.There are significant positive impact on Consumer Motivation、Experiential Marketing、Customer Relationship Management、Relationship Quality、Customer Lifetime Value.
Key words：Consumer Motivation、Experiential Marketing、Customer Relationship Management、Relationship Quality、Customer Lifetime Value
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Wu, Yi-Da, and 吳宜達. "The Study on Relationship Among Customer Satisfaction、Customer Loyalty and Customer Lifetime Value of Credit Card Consumer." Thesis, 2006. http://ndltd.ncl.edu.tw/handle/17182057170506648203.
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碩士<br>國立高雄第一科技大學<br>金融營運所<br>94<br>ABSTRACT
Customer satisfaction has played an important role in service industry.
Recognizing that high satisfaction leads to high customer loyalty, many companies
today are aiming for customer satisfaction, convert first-time customer into repeat
customer.
The purpose of this study was to specifically understand the relationships among
customer satisfaction, customer loyalty and customer lifetime value.
The proposed model was tested across credit card .Besides, 300 customers were
requested to answer the questionnaire and the effective respondents were 211 sets. We
used the method of Delphi to change number of variables, then analysed by bivariate
correlations and linear structural relations models. The conclusions of this research
are summarized as following:
1. The customer satisfaction has positive and significant influence on customer
loyalty.
2. The customer loyalty has positive and significant influence to customer
lifetime value.
3. The customer satisfaction hasn’t significant influence on customer lifetime
value.
4. Customer loyalty has partial intervening effect on the relationship between
customer satisfaction and customer lifetime value.
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Shih, Chun Hao, and 施春好. "The Impact Of Experiential Marketing And Service Quality Of Beauty Industry Consumer On Customer Lifetime Value - The Price Factor As A Moderator." Thesis, 2014. http://ndltd.ncl.edu.tw/handle/32ja75.
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碩士<br>正修科技大學<br>化妝品與時尚彩妝研究所<br>102<br>Abstract
Moderns value the maintenance of good health status for themselves. To enjoy the beauty service in a comfortable environment has become a way of relaxation for moderns to love themselves. Therefore, the beauty industry has grown rapidly in the past years, but consequently the market is becoming so competitive and nearly saturated. Facing such a fierce marketing competition, the strategies to run the business for the proprietors are to create new customers, maintain the loyalty and increase the return rate for their old customers.
The purpose of current research is to use the price as a moderator investigate the impact of experiential marketing and service quality of beauty industry consumer on the customer lifetime value. We collected 488 valid questionnaires from 23 beauty stores located at Southern Taiwan. The statistics process was performed by using the statistical software of SPSS 19.0 and AMOS. We observed the following results:
1.A significant interaction (p＜0.05) was observed for the association of the price factor and the service
quality with the custom lifetime value. A higher price revealed a higher impact of service quality on the
custom lifetime value.
2.No significant interaction was observed for the association of the price factor and the experiential marketing
with the custom lifetime value.
3.In the regression model, a significantly positive impact of the domains of experiential marketing and service
quality with the custom lifetime value was observed (Adjusted R2=75.8%，p＜0.001)。.
4.Among the five scales in the domain of experiential marketing, the scales of thinking﹝B＝0.333，p＜0.001﹞,
action﹝B＝0.258，p＜0.001﹞, and relevance﹝B＝0.218，p＜0.001﹞ were positively correlated with the custom lifetime
value. (Adjusted R2=74.4%，p＜0.001)。
5.Among the five scales in the domain of service quality, the scales of tangibility﹝B＝0.144，p＜0.01﹞,
reactivity﹝B＝0.137，p＜0.05﹞, assurance﹝B＝0.336，p＜0.001﹞ and solicitude﹝B＝0.250，p＜0.001﹞were positively
correlated with the custom lifetime value. (Adjusted R2=72.5%，p＜0.001)。
6.By using the SEM to verify the models of the cause and effect relationship for the experiential marketing with
custom lifetime value or the relationship of service quality with custom lifetime value, the coefficients
revealed in the models are positive and strongly significantly (p＜0.001).
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Lien, Hao-Wei, and 連晧葳. "The Effects of Corporate Image, Perceived Price, Service Quality on Customer Lifetime Value－The Moderators of Insurance Consumer Motivation and Insurance Product Information." Thesis, 2013. http://ndltd.ncl.edu.tw/handle/55464354621167408963.
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碩士<br>南台科技大學<br>財務金融系<br>101<br>The research in this paper focus on the influence of corporate image, perceived price, and service quality to the customer lifetime value. The Moderators are customer motivation and product information. The research bases on the life insurance companys’policyholder of northen Taiwan with survey method. The analysis tools in this study are SPSS and AMOS with analysis methods of t test, one-wayANOVA, two-wayANOVA, correlation analysis, regression analysis, the level of regression analysis, cluster analysis, and structural equation model analysis. After the study above, the result can be finded out as following:
1.There is partial significant impact based on customer motivation and product information when discussion the difference on characteristics of different life insurance companies policyholders to corporate image, perceived price, service quality, and customer lifetime value.
2.Differences in Norththern life insurance companies policyholders individual characteristics and variables(gender and age, gender and level of their education, gender and their working seniority, gender and average monthly income, gender and personal of monthly insured amount, age and level of their education, age and their working seniority, age and personal of monthly insured amount) to corporate image, perceived price, service quality, customer motivation and product information between customer lifetime value after two-way ANOVA yield partial significant effect.
3.This study shows significant correlation among corporate image, perceived price, service quality and customer lifetime value for Nouthern life insurance companies policyholders.
4.This study show parts of positive significant impact on variables and dimensions of corporate image, perceived price, service quality, and customer lifetime value for Nouthern life insurance companies policyholders.
5.There are high significant differences in cluster analysis of corporate image, perceived price, service quality with customer lifetime value.
6.There are parts of positive impact to variables of corporate image, perceived price, service quality and customer lifetime value with structural equation model analysis to Nouthern life insurance companies policyholders.
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Macias, Margarida Catalão Fontan. "How to improve customer retention and lifetime value on subscription-based models: In company project with "The Bam and Boo" toothbrush." Master's thesis, 2019. http://hdl.handle.net/10071/19168.
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The present In-Company project aims to study how subscription-based business models can improve their retention and customers lifetime value. This project was made in collaboration with ‘The Bam and Boo’ Toothbrush, a Portuguese brand bamboo toothbrushes subscription service that is in the market since June 2017 and currently accounts with more than 22.000 active subscribers.
To achieve these project results we have used quantitative data from the company database reports, and qualitative data collected on a focus group session with a group of participants that resembles the brand’s target. From this data we were able to trigger some critical stages of retention and consumption patterns, and valuable insights regarding consumers behaviors and purchase profiles. Some of the critical questions that needed to be answered were related to – understand the moment of customers churns, which are the motives that led customers to make this action, and how is the company able to improve its customers lifetime and value.
We present solutions on areas such as Communication, Customer Relationship Management, Product, and Organizational Strategy, in order to improve the company retention rates and overall results. For that the company should consider delivering a more personalized service and content to its customers, run a stronger email marketing strategy, rethink its portfolio, and share the company values and mission with its community.<br>O presente projeto-empresa visa estudar de que forma conseguimos melhorar a retenção e o valor dos clientes em modelos de subscrição. Este projeto foi realizado em colaboração com a empresa 'The Bam and Boo', um serviço de subscrição de escovas de dentes de bambu. A marca portuguesa está no mercado desde Junho, 2017 e atualmente conta com mais de 22.000 subscritores ativos.
De forma a alcançar os resultados propostos neste projeto recorremos a dados quantitativos, obtidos através da base de dados de clientes da empresa, e dados qualitativos, recolhidos de uma sessão com um grupo focal no qual os participantes representavam o target da marca. Assim, foi-nos possível detetar pontos críticos em relação aos padrões e comportamento dos consumidores, e os seus perfis de compra. As questões principais que pretendemos responder neste projeto são – compreender o momento em que os clientes desistem das suas subscrições, por que motivos o fazem e de que forma a marca pode aumentar o valor e a retenção dos seus clientes.
Apresentamos soluções em áreas como – comunicação, gestão e relacionamento com os clientes, produto e estratégia da organização; com o fim de melhorar as taxas de retenção e os resultados da empresa como um todo. Para isso, a empresa deve reconsiderar algumas das suas políticas e oferecer um serviço mais personalizado e diversificado aos seus clientes, montar uma estratégia de email marketing mais forte, reconsiderar o seu portfólio de produtos, e a forma de partilha dos seus valores e missão com a sua comunidade.
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"Modeling customer lifetime value." 2000. http://library.cuhk.edu.hk/record=b5890153.
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Ho Yiu-chung.<br>Thesis (M.Phil.)--Chinese University of Hong Kong, 2000.<br>Includes bibliographical references (leaves 100-104).<br>Abstracts in English and Chinese.<br>Chapter Chapter One --- Introduction --- p.1-6<br>Chapter Chapter Two --- Literature Review --- p.7-27<br>Chapter Chapter Three --- Conceptual Models --- p.28-66<br>Chapter Chapter Four --- Empirical Study --- p.67-85<br>Chapter Chapter Five --- Discussions and Conclusion --- p.86-99<br>Bibliography --- p.100 -104
Books on the topic "Consumer lifetime value"
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A, Zeithaml Valarie, and Lemon Katherine N, eds. Driving customer equity: How lifetime customer value is reshaping corporate strategy. Free Press, 2000.
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Zeithaml, Valarie, Roland Rust, and Katherine Lemon. Driving Customer Equity : How Customer Lifetime Value is Reshaping Corporate Strategy. Free Press, 2000.
Find full textBook chapters on the topic "Consumer lifetime value"
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Weijnen, Margot, and Aad Correljé. "Rethinking Infrastructure as the Fabric of a Changing Society." In Shaping an Inclusive Energy Transition. Springer International Publishing, 2021. http://dx.doi.org/10.1007/978-3-030-74586-8_2.
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AbstractIn this chapter, we explore the nature of infrastructure, how it is appreciated by society, how this appreciation has changed over the lifetime of the infrastructure, and how infrastructure development and performance are influenced by the governance structures in place. While the focus in this chapter is on energy infrastructure, ample illustrative material is also provided from other infrastructure sectors. We examine the trends towards technological and administrative decentralisation and towards digitalisation of infrastructure (service) provision. These trends enable formerly passive consumers to adopt new roles as providers of energy, data and transport services, and result in strongly increasing cross-sector interdependencies, especially between energy, transport and digital infrastructure. These interdependencies, however, are not reflected in the siloed governance structure of these domains, which hinders the energy transition. Furthermore, we diagnose a mismatch between, on the one hand, the focus of energy infrastructure governance on cost-effectiveness—with a view to low-cost service provision—and, on the other hand, the role of infrastructure in upholding and creating social value in terms of equity, fairness and social justice. Since the energy market liberalisation, the fundamental role of infrastructure as the fabric of society appears to be a blind spot in reflections on infrastructure and largely unexplored territory in current infrastructure policy and governance. If not remedied, this blind spot may exacerbate existing inequalities between energy consumers and create new divides in society, as is illustrated by current developments in the Netherlands with respect to sustainable heat provision. We advocate a richer value orientation in energy infrastructure governance and infrastructure governance at large, which goes beyond the current focus on efficiency and economic value, in recognition of changing societal values and priorities and, most of all, to fulfil the potential of infrastructure in creating an inclusive society.
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Li, Yuanya, Gail Cook, and Oliver Wrefor. "Online Insurance Consumer Targeting and Lifetime Value Evaluating - A Mathematics and Data Mining Approach." In Knowledge-Oriented Applications in Data Mining. InTech, 2011. http://dx.doi.org/10.5772/13369.
Full textConference papers on the topic "Consumer lifetime value"
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Li, Yuanya, Gail Cook, and Oliver Wrefor. "Online Insurance Consumer Lifetime Value Evaluation: A Mathematics and Data Mining Approach." In 2009 WRI World Congress on Software Engineering. IEEE, 2009. http://dx.doi.org/10.1109/wcse.2009.383.
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Oizumi, Kazuya, and Naochika Tokuoka. "Evaluation Method of Design Products Based on Eco-Efficiency." In ASME 2007 International Mechanical Engineering Congress and Exposition. ASMEDC, 2007. http://dx.doi.org/10.1115/imece2007-41686.
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Evaluation methods of Environmental burdens have been improved. Some of those methods indicate intensity of environmental burdens in money unit to make them comparable to production cost. Moreover, from sustainability point of view, improvement of functions is as important as reduction of environmental burdens. Namely, environmental burdens and functions have to be balanced. Therefore, we aimed to develop the evaluation method of design products that is able to optimize balance between them. We had developed the evaluation method of environmental burdens, which indicates potential of economical loss caused by environmental impacts and defined it as Societal Cost. This is used for evaluation of environmental burden. In this paper, we improve this method by adding the Function Value. To compare the value of functions with environmental burdens, every evaluation criterion has to be integrated in single score, and it is desired to be money unit. We derived value of functions by using the information theory and defined it as Function Value. Eco-Efficiency Index evaluates products. This is based on the concept of Eco-Efficiency and calculated by dividing Function Value by Societal Cost. Societal Cost: Pollutants cause many environmental impacts and many kinds of losses through their lifetimes, and most of them can not be converted into money except the loss of productivity. Societal Cost indicates the social loss of productivity by the decrease of human health caused by the increase of disease or disaster originates on emission of pollutants. Function Value: To evaluate products’ value in single score, value of each functions existing in product has to be quantified and integrated. The information theory is applied for this method. Amount of information of each function is derived from probability of satisfying consumer. However, functions have different importance. Therefore, amounts of information of functions are added up after weighted by Relative Importance of each function, which is determined by using QFDE. We defined it as Integrated Amount of Information. It is also important to think the span of utilization. To express the relation between product’s value and time in use, three types of depreciation methods are applied. They should be chosen in accordance with aging characteristics of product. Eco-Efficiency Index: Eco-Efficiency Index is defined as Function Value divided by Societal Cost. This definition is based on the concept of Eco-Efficiency advocated world wide, which mean obtained value per unit amount of environmental burden.
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L’Heureux, Zara E., and Klaus S. Lackner. "Small Scale Energy Storage for Peak Demand Shaving." In ASME 2017 11th International Conference on Energy Sustainability collocated with the ASME 2017 Power Conference Joint With ICOPE-17, the ASME 2017 15th International Conference on Fuel Cell Science, Engineering and Technology, and the ASME 2017 Nuclear Forum. American Society of Mechanical Engineers, 2017. http://dx.doi.org/10.1115/es2017-3053.
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Utilities in regulated energy markets manage power generation, transmission, and delivery to consumers. Matching peak demand with peak generation is costly, and the increasing penetration of renewable energy into the grid adds complexity due to fluctuations in supply. A few options exist for addressing the task of balancing supply and demand, including demand response, energy storage, and time-varying pricing (tariffs). Arizona Public Service (APS), the largest electric utility company in Arizona, employs tariffs that charge more for electricity at certain times (on-peak periods) and a demand charge for the highest power demand throughout the billing period. Such tariffs incentivize end users to lower peak demand. Arizona State University (ASU), a public university with its largest campus in Tempe, AZ, participates in a time-of-use tariff structure with APS. Analysis in this paper shows that ASU’s 16MWdc of onsite solar capacity alone can lower its monthly electricity bills by over 10% by decreasing on-peak power demand. A novel contribution of the paper is the analysis of the value of small scale, on-campus energy storage in lowering the demand charge. Most analyses consider savings from transferring off-peak electric power to peak-electric power, but this paper considers using stored electricity solely to reduce peak demand and thus lower the demand charge. Small amounts of electricity could greatly reduce overall cost. An algorithm was developed and executed in Python to decide when on-campus storage should be charged and discharged. The critical part of the algorithm is to decide when to discharge. Deploying too early, or too late, will not change peak demand. The paper’s storage dispatch model is implemented alongside a financial model that calculates the savings in electricity bills and determines the net present value (NPV) of different storage technologies as a function of storage lifetime and installed capacity (kWh). The results show that, for all storage technologies considered, a positive NPV is realized. NPVs are very sensitive to actual power demand and thus vary from year to year. This is to be expected because the storage dispatch strategy operates on extreme values, which tend to include very rare events. This analysis uses actual data from ASU, which allows us to extend the results to other universities and commercial customers. The favorable results suggest that a smarter dispatch algorithm based on machine learning would enable further cost savings by determining what can be thought of as a shadow price of electricity.
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Waghmode, Laxman Y., Ravindra S. Birajdar, and Shridhar G. Joshi. "A Life Cycle Cost Analysis Approach for Selection of a Typical Heavy Usage Multistage Centrifugal Pump." In ASME 8th Biennial Conference on Engineering Systems Design and Analysis. ASMEDC, 2006. http://dx.doi.org/10.1115/esda2006-95213.
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It is well known that the pumps are the largest consumers of industrial motor energy and account for more than 25% of electricity consumption. The life cycle cost of a pump is the total lifetime cost associated with procurement, installation, operation, maintenance and its disposal. For majority of heavy usage pumps, the lifetime energy and/or maintenance cost will dominate the life cycle costs. Hence a greater understanding of all the cost components making up the total life cycle costs should provide an opportunity to achieve a substantial savings in energy and maintenance costs. This will further enable optimizing pumping system efficiency and improving pump and system reliability. Therefore in this context, the life cycle cost analysis of heavy usage pumps is quite important. This paper focuses on an application of a methodology of determining the life cycle cost of a typical heavy usage multistage centrifugal pump. In this case, all the cost components associated with the pump-set have been determined and classified under different categories. The data with regard to initial investment costs, operation costs, maintenance and repair costs and disposal costs for the pump considered for this case study was collected from the concerned pump manufacturer along with the unit cost of each component, quantity used and their weights. By applying the principles of reliability and maintainability engineering and using the data obtained from the design, manufacturing and maintenance departments, the component-wise values of MTBF (Mean Time Between Failures) and MTTR (Mean Time To Repair) were estimated. The results of the life cycle cost analysis of the specimen pump were compared with the life cycle costs of similar pumps reported in the literature. From this comparison of results, it can be concluded that, the initial cost of the pump is the only a fraction of the total life cycle cost. The operating cost of the pump dominates the life cycle costs especially in case of heavy usage pumps. The maintenance cost varies approximately from 0.6 to 2.5 times the initial cost of the pump. The life cycle cost of the pump varies approximately from 12 to 33 times the initial cost of the pump. The operation and maintenance cost is almost 92 to 97 per cent of the life cycle cost. The detailed analysis carried out in this paper is expected to provide guidelines to the pump manufactures/practicing engineers in selecting a heavy usage multistage centrifugal pump based on the total lifetime cost rather than only on initial price.