Berry, M. J. A., & Linoff, G. (2000). Mastering data mining: the art and science of customer relationship management (pp. 111–121). John Wiley.
Blattberg, R. C., & Deighton, J. (1996). Manage Marketing by the Customer Equity Test. Harvard Business Review, 74(4), 136–144. https://search.ebscohost.com/login.aspx?direct=true&db=bsu&AN=9607100440&site=ehost-live
During the course there may be hand-outs and other material on additional topics relevant for the course and the examination. (n.d.).
Fader, P., Hardie, B., & Berger, P. D. (2004). Customer-Base Analysis with Discrete-Time Transaction Data. SSRN Electronic Journal. https://doi.org/10.2139/ssrn.596801
Fader, P. S., & Hardie, B. G. (2007). How to project customer retention. Journal of Interactive Marketing (John Wiley & Sons), 21(1), 76–90. https://doi.org/10.1002/dir.20074
Fader, P. S., Hardie, B. G. S., & Lee, K. L. (n.d.). ‘Counting Your Customers’ the Easy Way: An Alternative to the Pareto/NBD Model. Marketing Science, 24(2), 275–284. https://search-proquest-com/docview/212268495?OpenUrlRefId=info:xri/sid:primo&accountid=142923
Fader, P. S., Hardie, B. G. S., & Lee, K. L. (2005). RFM and CLV: Using Iso-Value Curves for Customer Base Analysis. Journal of Marketing Research (JMR), 42(4), 415–430. https://doi.org/10.1509/jmkr.2005.42.4.415
Fader, P. S., Hardie, B. G. S., & Shang, J. (2010). Customer-Base Analysis in a Discrete-Time Noncontractual Setting. Marketing Science, 29(6), 1086–1108. https://doi.org/10.1287/mksc.1100.0580
Gupta, S., & Lehmann, D. R. (2003). Customers as assets. Journal of Interactive Marketing (John Wiley & Sons), 17(1), 9–24. https://doi.org/10.1002/dir.10045
Gupta, S., & Lehmann, D. R. (2005a). Managing customers as investments: the strategic value of customers in the long run. Wharton School Pub.
Gupta, S., & Lehmann, D. R. (2005b). Managing customers as investments: the strategic value of customers in the long run. Wharton School Pub.
Gupta, S., Lehmann, D., & Stuart, J. A. (2004). Valuing Customers. Journal of Marketing Research (JMR), 41(1), 7–18. https://doi.org/10.1509/jmkr.41.1.7.25084
Knox, G., & van Oest, R. (2014). Customer Complaints and Recovery Effectiveness: A Customer Base Approach. Journal of Marketing, 78(5), 42–57. https://search.ebscohost.com/login.aspx?direct=true&db=bsu&AN=98365365&site=ehost-live
Kumar, V., & Reinartz, W. J. (2006a). Customer relationship management: a databased approach (pp. 115–122). Wiley.
Kumar, V., & Reinartz, W. J. (2006b). Customer relationship management: a databased approach (pp. 128–130). Wiley.
Kumar, V., & Reinartz, W. J. (2006c). Customer relationship management: a databased approach (pp. 131–135). Wiley.
Lattin, J. M., Carroll, J. D., & Green, P. E. (2003). Analyzing multivariate data (pp. 477–490). Thomson Brooks/Cole.
Reinartz, W., Thomas, J., & Kumar, V. (2005). Balancing Acquisition and Retention Resources to Maximize Customer Profitability. Journal of Marketing, 69(1), 63–79. https://doi.org/10.1509/jmkg.69.1.63.55511
Rust, R. T. A., Lemon, K., & Zeithaml, V. (2004). Return on Marketing: Using Customer Equity to Focus Marketing Strategy. Journal of Marketing, 68(1), 109–127. https://doi.org/10.1509/jmkg.68.1.109.24030
van Oest, R., & Knox, G. (2011). Extending the BG/NBD: A simple model of purchases and complaints. International Journal of Research in Marketing, 28(1), 30–37. https://doi.org/10.1016/j.ijresmar.2010.11.001