Bibliography for GRA 6435 Customer Value Analytics BETA

Berry, Michael J.A., and Gordon Linoff. 2000. ‘Mastering Data Mining: The Art and Science of Customer Relationship Management’. In , 111–21. 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. 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, Peter, Bruce Hardie, and Paul D. Berger. 2004. ‘Customer-Base Analysis with Discrete-Time Transaction Data’. SSRN Electronic Journal. https://doi.org/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. https://doi.org/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. https://doi.org/10.1509/jmkr.2005.42.4.415.

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. https://doi.org/10.1287/mksc.1100.0580.

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. https://search-proquest-com/docview/212268495?OpenUrlRefId=info:xri/sid:primo&accountid=142923.

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

———. 2005a. Managing Customers as Investments: The Strategic Value of Customers in the Long Run. Upper Saddle River: Wharton School Pub.

———. 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. https://doi.org/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. https://search.ebscohost.com/login.aspx?direct=true&db=bsu&AN=98365365&site=ehost-live.

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

———. 2006b. ‘Customer Relationship Management: A Databased Approach’. In , 128–30. New York: Wiley.

———. 2006c. ‘Customer Relationship Management: A Databased Approach’. In , 131–35. New York: Wiley.

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

Oest, Rutger van, 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. https://doi.org/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. https://doi.org/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. https://doi.org/10.1509/jmkg.68.1.109.24030.