Advanced search
Publication Cover
Journal of the Operational Research Society Volume 55, 2004 - Issue 8
Submit an article Journal homepage
242
Views
35
CrossRef citations to date
0
Altmetric
Theoretical Paper

Customer lifetime value: stochastic optimization approach

W-K ChingUniversity of Hong KongHong KongChinaCorrespondence[email protected]
,
M K NgUniversity of Hong KongHong KongChina
,
K-K WongUniversity of Hong KongHong KongChina
&
E AltmanINRIA, Sophia-Antipolis CedexFrance
Pages 860-868 | Received 01 Jan 2003, Accepted 01 Feb 2004, Published online: 21 Dec 2017

Citations (35)

Keep up to date with the latest research on this topic with citation updates for this article.

Subscribe to citation updates

Read on this site (7)

Anthony Carr, Judy Drennan & Lynda Andrews. (2016) Measuring customer equity and managing the customer asset: an explanatory study in the Australian hotels. Journal of Marketing Management 32:17-18, pages 1670-1700.
Read now
Yeliz Ekinci, Füsun Ulengin & Nimet Uray. (2014) Using customer lifetime value to plan optimal promotions. The Service Industries Journal 34:2, pages 103-122.
Read now
C Lin & Y-T Lin. (2008) Robust analysis on promotion duration for two competitive brands. Journal of the Operational Research Society 59:4, pages 548-555.
Read now
Lerzan Aksoy, TimothyL. Keiningham & David Bejou. (2008) Objectives of Customer Centric Approaches in Relationship Marketing. Journal of Relationship Marketing 6:3-4, pages 1-8.
Read now
Noelia Oses. (2008) Markov chain applications in the slot machine industry. OR Insight 21:1, pages 9-21.
Read now
TimothyL. Keiningham, Lerzan Aksoy & David Bejou. (2006) Approaches to the Measurement and Management of Customer Value. Journal of Relationship Marketing 5:2-3, pages 37-54.
Read now
Yayu Zhou, Edward C. Malthouse & Barry L. Nelson. Optimising customer equity through engagement. Journal of the Operational Research Society 0:0, pages 1-12.
Read now

Articles from other publishers (28)

Yeliz Ekinci & Aysun Güran. (2022) Development of a hybrid model to plan segment based optimal promotion strategy. International Journal of Market Research 65:5, pages 642-662.
Crossref
Mehrdad Memarpour, Erfan Hassannayebi, Navid Fattahi Miab & Ali Farjad. (2019) Dynamic allocation of promotional budgets based on maximizing customer equity. Operational Research 21:4, pages 2365-2389.
Crossref
Mage Marmol, Anita Goyal, Pedro Jesus Copado-Mendez, Javier Panadero & Angel A. Juan. (2021) Maximizing customers' lifetime value using limited marketing resources. Marketing Intelligence & Planning 39:8, pages 1058-1072.
Crossref
Hamidreza Koosha & Amir Albadvi. (2017) Allocation of marketing budgets to maximize customer equity. Operational Research 20:2, pages 561-583.
Crossref
Eman AboElHamd, Hamed M. Shamma & Mohamed Saleh. 2020. Intelligent Systems and Applications. Intelligent Systems and Applications 419 445 .
Said Echchakoui. (2017) Sales force commissions in relationship marketing. Journal of Modelling in Management 12:1, pages 53-76.
Crossref
Eva Ascarza, Peter S. Fader & Bruce G. S. Hardie. 2017. Handbook of Marketing Decision Models. Handbook of Marketing Decision Models 297 329 .
Yang Sun, Tony C. Garrett & Kyung Hoon Kim. (2016) Do Confucian principles enhance sustainable marketing and customer equity?. Journal of Business Research 69:9, pages 3772-3779.
Crossref
Hamidreza Koosha & Amir Albadvi. (2015) Customer lifetime valuation using real options analysis. Journal of Marketing Analytics 3:3, pages 122-134.
Crossref
Robert Klein & Johannes Kolb. (2015) Maximizing customer equity subject to capacity constraints. Omega 55, pages 111-125.
Crossref
Hamidreza Koosha & Amir Albadvi. (2015) Allocation of marketing budgets to customer acquisition and retention spending based on decision calculus. Journal of Modelling in Management 10:2, pages 179-197.
Crossref
Geng Cui, Man Leung Wong & Xiang Wan. (2015) Targeting High Value Customers While Under Resource Constraint: Partial Order Constrained Optimization with Genetic Algorithm. Journal of Interactive Marketing 29, pages 27-37.
Crossref
Yeliz Ekinci, Füsun Ülengin, Nimet Uray & Burç Ülengin. (2014) Analysis of customer lifetime value and marketing expenditure decisions through a Markovian-based model. European Journal of Operational Research 237:1, pages 278-288.
Crossref
Yeliz Ekinci, Nimet Uray & Füsun Ülengin. (2014) A customer lifetime value model for the banking industry: a guide to marketing actions. European Journal of Marketing 48:3/4, pages 761-784.
Crossref
Wai-Ki Ching, Ximin Huang, Michael K. Ng & Tak-Kuen SiuWai-Ki Ching, Ximin Huang, Michael K. Ng & Tak-Kuen Siu. 2013. Markov Chains. Markov Chains 107 139 .
Michael Löffler & Reinhold Decker. (2016) Identifikation und praktische Nutzung von Mustern des Aufwärtskonsums. Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung 64:7, pages 722-746.
Crossref
Hans Ulrich Buhl, Robert Klein, Johannes Kolb & Andrea Landherr. (2011) CR2M—an approach for capacity control considering long-term effects on the value of a customer for the company. Journal of Management Control 22:2, pages 187-204.
Crossref
Meko M.C. So & Lyn C. Thomas. (2011) Modelling the profitability of credit cards by Markov decision processes. European Journal of Operational Research 212:1, pages 123-130.
Crossref
Evrim D. GüneşO. Zeynep Akşin, E. Lerzan Örmeci & S. Hazal Özden. (2010) Modeling Customer Reactions to Sales Attempts: If Cross-Selling Backfires. Journal of Service Research 13:2, pages 168-183.
Crossref
Peter C. Verhoef, Rajkumar Venkatesan, Leigh McAlister, Edward C. Malthouse, Manfred Krafft & Shankar Ganesan. (2010) CRM in Data-Rich Multichannel Retailing Environments: A Review and Future Research Directions. Journal of Interactive Marketing 24:2, pages 121-137.
Crossref
Hans Ulrich Buhl, Martin Sebastian Gneiser & Julia Heidemann. (2009) Ein modelltheoretischer Ansatz zur Planung von Investitionen in Kundenbeziehungen. Zeitschrift für Planung & Unternehmenssteuerung 20:2, pages 175-195.
Crossref
Robert C. Blattberg, Edward C. Malthouse & Scott A. Neslin. (2009) Customer Lifetime Value: Empirical Generalizations and Some Conceptual Questions. Journal of Interactive Marketing 23:2, pages 157-168.
Crossref
A.S. Wong, W.-K. Ching, T. Akutsu, N.-K. Tsing, S.-Q. Zhang & Y. Jiao. (2009) Optimal control policy for probabilistic Boolean networks with hard constraints. IET Systems Biology 3:2, pages 90-99.
Crossref
Shaohui Ma & Hao Zhang. (2008) A Dynamic CRM Model Based on POMDP. A Dynamic CRM Model Based on POMDP.
Chen Bocheng, Liu Wenhuang & Li Yingjie. (2008) The solution to a kind of Markov chain CRM model with a constant state keeping probability. The solution to a kind of Markov chain CRM model with a constant state keeping probability.
Chen Bocheng, Chang Zhenhua, Liu Wenhuang & Li Yingjie. (2008) The expected net present value solution and their CLV comparison of two kinds of Markov CRM models. The expected net present value solution and their CLV comparison of two kinds of Markov CRM models.
Sigurdur Olafsson, Xiaonan Li & Shuning Wu. (2008) Operations research and data mining. European Journal of Operational Research 187:3, pages 1429-1448.
Crossref
Giuliano Tirenni, Abderrahim Labbi, Cesar Berrospi, André Elisseeff, Timir Bhose, Kari Pauro & Seppo Pöyhönen. (2007) The 2005 ISMS Practice Prize Winner —Customer Equity and Lifetime Management (CELM) Finnair Case Study . Marketing Science 26:4, pages 553-565.
Crossref

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Order Reprints Request Corporate Permissions

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

Request Academic Permissions

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.

Related research

People also read lists articles that other readers of this article have read.

Recommended articles lists articles that we recommend and is powered by our AI driven recommendation engine.

Cited by lists all citing articles based on Crossref citations.
Articles with the Crossref icon will open in a new tab.