Bibliography for GRA 6435 Customer Value Analytics BETA

Berry, M.J.A. and Linoff, G. (2000) ‘Mastering data mining: the art and science of customer relationship management’, in. New York: John Wiley, pp. 111–121.

Blattberg, R.C. and Deighton, J. (1996) ‘Manage Marketing by the Customer Equity Test’, Harvard Business Review, 74(4), pp. 136–144. Available at: 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.’ (no date).

Fader, P., Hardie, B. and Berger, P.D. (2004) ‘Customer-Base Analysis with Discrete-Time Transaction Data’, SSRN Electronic Journal [Preprint]. Available at: https://doi.org/10.2139/ssrn.596801.

Fader, P.S. and Hardie, B.G. (2007) ‘How to project customer retention.’, Journal of Interactive Marketing (John Wiley & Sons), 21(1), pp. 76–90. Available at: https://doi.org/10.1002/dir.20074.

Fader, P.S., Hardie, B.G.S. and Lee, K.L. (2005) ‘RFM and CLV: Using Iso-Value Curves for Customer Base Analysis.’, Journal of Marketing Research (JMR), 42(4), pp. 415–430. Available at: https://doi.org/10.1509/jmkr.2005.42.4.415.

Fader, P.S., Hardie, B.G.S. and Lee, K.L. (no date) ‘“Counting Your Customers” the Easy Way: An Alternative to the Pareto/NBD Model’, Marketing Science, 24(2), pp. 275–284. Available at: https://search-proquest-com/docview/212268495?OpenUrlRefId=info:xri/sid:primo&accountid=142923.

Fader, P.S., Hardie, B.G.S. and Shang, J. (2010) ‘Customer-Base Analysis in a Discrete-Time Noncontractual Setting.’, Marketing Science, 29(6), pp. 1086–1108. Available at: https://doi.org/10.1287/mksc.1100.0580.

Gupta, S., Lehmann, D. and Stuart, J.A. (2004) ‘Valuing Customers’, Journal of Marketing Research (JMR), 41(1), pp. 7–18. Available at: https://doi.org/10.1509/jmkr.41.1.7.25084.

Gupta, S. and Lehmann, D.R. (2003) ‘Customers as assets’, Journal of Interactive Marketing (John Wiley & Sons), 17(1), pp. 9–24. Available at: https://doi.org/10.1002/dir.10045.

Gupta, S. and Lehmann, D.R. (2005a) Managing customers as investments: the strategic value of customers in the long run. Upper Saddle River: Wharton School Pub.

Gupta, S. and Lehmann, D.R. (2005b) Managing customers as investments: the strategic value of customers in the long run. Upper Saddle River: Wharton School Pub.

Knox, G. and van Oest, R. (2014) ‘Customer Complaints and Recovery Effectiveness: A Customer Base Approach.’, Journal of Marketing, 78(5), pp. 42–57. Available at: https://search.ebscohost.com/login.aspx?direct=true&db=bsu&AN=98365365&site=ehost-live.

Kumar, V. and Reinartz, W.J. (2006a) ‘Customer relationship management: a databased approach’, in. New York: Wiley, pp. 115–122.

Kumar, V. and Reinartz, W.J. (2006b) ‘Customer relationship management: a databased approach’, in. New York: Wiley, pp. 128–130.

Kumar, V. and Reinartz, W.J. (2006c) ‘Customer relationship management: a databased approach’, in. New York: Wiley, pp. 131–135.

Lattin, J.M., Carroll, J.D. and Green, P.E. (2003) ‘Analyzing multivariate data’, in. Pacific Grove, Calif: Thomson Brooks/Cole, pp. 477–490.

van Oest, R. and Knox, G. (2011) ‘Extending the BG/NBD: A simple model of purchases and complaints’, International Journal of Research in Marketing, 28(1), pp. 30–37. Available at: https://doi.org/10.1016/j.ijresmar.2010.11.001.

Reinartz, W., Thomas, J. and Kumar, V. (2005) ‘Balancing Acquisition and Retention Resources to Maximize Customer Profitability.’, Journal of Marketing, 69(1), pp. 63–79. Available at: https://doi.org/10.1509/jmkg.69.1.63.55511.

Rust, R.T.A., Lemon, K. and Zeithaml, V. (2004) ‘Return on Marketing: Using Customer Equity to Focus Marketing Strategy.’, Journal of Marketing, 68(1), pp. 109–127. Available at: https://doi.org/10.1509/jmkg.68.1.109.24030.