Measuring Customer Lifetime Value: Models and Analysis

50 Pages Posted: 13 Feb 2013

See all articles by Siddarth S. Singh

Siddarth S. Singh

Indian School of Business (ISB), Hyderabad

Dipak C. Jain

Independent

Date Written: February 11, 2013

Abstract

This paper focuses on the literature related to customer lifetime value measurement. It first discusses the issues related to the context of CLV measurement and presents a contextual framework for understanding and categorizing models of CLV. The paper then reviews some prominent models for measuring customer lifetime value (CLV) in different contexts and discusses the strengths and weaknesses of each. Finally, the paper discusses the key issues that need to be addressed to advance the literature.

Suggested Citation

Singh, Siddarth S. and Jain, Dipak C., Measuring Customer Lifetime Value: Models and Analysis (February 11, 2013). INSEAD Working Paper No. 2013/27/MKT, Available at SSRN: https://ssrn.com/abstract=2214860 or http://dx.doi.org/10.2139/ssrn.2214860

Siddarth S. Singh

Indian School of Business (ISB), Hyderabad ( email )

Hyderabad, Gachibowli 500 019
India

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