Bibliography for GRA 6435 Customer Value Analytics BETA

Anon. n.d. ‘During the Course There May Be Hand-Outs and Other Material on Additional Topics Relevant for the Course and the Examination.’

Berry, Michael J. A., and Gordon Linoff. 2000. ‘Mastering Data Mining: The Art and Science of Customer Relationship Management’. Pp. 111–21 in. New York: John Wiley.

Blattberg, Robert C., and John Deighton. 1996. ‘Manage Marketing by the Customer Equity Test’. Harvard Business Review 74(4):136–44.

Fader, Peter, Bruce Hardie, and Paul D. Berger. 2004. ‘Customer-Base Analysis with Discrete-Time Transaction Data’. SSRN Electronic Journal. doi: 10.2139/ssrn.596801.

Fader, Peter S., and Bruce G. Hardie. 2007. ‘How to Project Customer Retention.’ Journal of Interactive Marketing (John Wiley & Sons) 21(1):76–90. doi: 10.1002/dir.20074.

Fader, Peter S., Bruce G. S. Hardie, and Ka Lok Lee. 2005. ‘RFM and CLV: Using Iso-Value Curves for Customer Base Analysis.’ Journal of Marketing Research (JMR) 42(4):415–30. doi: 10.1509/jmkr.2005.42.4.415.

Fader, Peter S., Bruce G. S. Hardie, and Ka Lok Lee. n.d. ‘“Counting Your Customers” the Easy Way: An Alternative to the Pareto/NBD Model’. Marketing Science 24(2):275–84.

Fader, Peter S., Bruce G. S. Hardie, and Jen Shang. 2010. ‘Customer-Base Analysis in a Discrete-Time Noncontractual Setting.’ Marketing Science 29(6):1086–1108. doi: 10.1287/mksc.1100.0580.

Gupta, Sunil, and Donald R. Lehmann. 2003. ‘Customers as Assets’. Journal of Interactive Marketing (John Wiley & Sons) 17(1):9–24. doi: 10.1002/dir.10045.

Gupta, Sunil, and Donald R. Lehmann. 2005a. Managing Customers as Investments: The Strategic Value of Customers in the Long Run. Upper Saddle River: Wharton School Pub.

Gupta, Sunil, and Donald R. Lehmann. 2005b. Managing Customers as Investments: The Strategic Value of Customers in the Long Run. Upper Saddle River: Wharton School Pub.

Gupta, Sunil, Donald Lehmann, and Jennifer Ames Stuart. 2004. ‘Valuing Customers’. Journal of Marketing Research (JMR) 41(1):7–18. doi: 10.1509/jmkr.41.1.7.25084.

Knox, George, and Rutger van Oest. 2014. ‘Customer Complaints and Recovery Effectiveness: A Customer Base Approach.’ Journal of Marketing 78(5):42–57.

Kumar, V., and Werner J. Reinartz. 2006a. ‘Customer Relationship Management: A Databased Approach’. Pp. 115–22 in. New York: Wiley.

Kumar, V., and Werner J. Reinartz. 2006b. ‘Customer Relationship Management: A Databased Approach’. Pp. 128–30 in. New York: Wiley.

Kumar, V., and Werner J. Reinartz. 2006c. ‘Customer Relationship Management: A Databased Approach’. Pp. 131–35 in. New York: Wiley.

Lattin, James M., J. Douglas Carroll, and Paul E. Green. 2003. ‘Analyzing Multivariate Data’. Pp. 477–90 in. Pacific Grove, Calif: Thomson Brooks/Cole.

van Oest, Rutger, and George Knox. 2011. ‘Extending the BG/NBD: A Simple Model of Purchases and Complaints’. International Journal of Research in Marketing 28(1):30–37. doi: 10.1016/j.ijresmar.2010.11.001.

Reinartz, Werner, Jacquelyn Thomas, and V. Kumar. 2005. ‘Balancing Acquisition and Retention Resources to Maximize Customer Profitability.’ Journal of Marketing 69(1):63–79. doi: 10.1509/jmkg.69.1.63.55511.

Rust, Roland T. A., Katherine Lemon, and Valarie Zeithaml. 2004. ‘Return on Marketing: Using Customer Equity to Focus Marketing Strategy.’ Journal of Marketing 68(1):109–27. doi: 10.1509/jmkg.68.1.109.24030.