1.
Berry, M.J.A., Linoff, G.: Mastering data mining: the art and science of customer relationship management. Presented at the (2000).
2.
Kumar, V., Reinartz, W.J.: Customer relationship management: a databased approach. Presented at the (2006).
3.
Kumar, V., Reinartz, W.J.: Customer relationship management: a databased approach. Presented at the (2006).
4.
Kumar, V., Reinartz, W.J.: Customer relationship management: a databased approach. Presented at the (2006).
5.
Lattin, J.M., Carroll, J.D., Green, P.E.: Analyzing multivariate data. Presented at the (2003).
6.
Gupta, S., Lehmann, D.R.: Managing customers as investments: the strategic value of customers in the long run. Wharton School Pub, Upper Saddle River (2005).
7.
Gupta, S., Lehmann, D.R.: Customers as assets. Journal of Interactive Marketing (John Wiley & Sons). 17, 9–24 (2003). https://doi.org/10.1002/dir.10045.
8.
Gupta, S., Lehmann, D., Stuart, J.A.: Valuing Customers. Journal of Marketing Research (JMR). 41, 7–18 (2004). https://doi.org/10.1509/jmkr.41.1.7.25084.
9.
Gupta, S., Lehmann, D.R.: Managing customers as investments: the strategic value of customers in the long run. Wharton School Pub, Upper Saddle River (2005).
10.
Blattberg, R.C., Deighton, J.: Manage Marketing by the Customer Equity Test. Harvard Business Review. 74, 136–144 (1996).
11.
Reinartz, W., Thomas, J., Kumar, V.: Balancing Acquisition and Retention Resources to Maximize Customer Profitability. Journal of Marketing. 69, 63–79 (2005). https://doi.org/10.1509/jmkg.69.1.63.55511.
12.
Rust, R.T.A., Lemon, K., Zeithaml, V.: Return on Marketing: Using Customer Equity to Focus Marketing Strategy. Journal of Marketing. 68, 109–127 (2004). https://doi.org/10.1509/jmkg.68.1.109.24030.
13.
Fader, P.S., Hardie, B.G.: How to project customer retention. Journal of Interactive Marketing (John Wiley & Sons). 21, 76–90 (2007). https://doi.org/10.1002/dir.20074.
14.
Fader, P.S., Hardie, B.G.S., Lee, K.L.: ‘Counting Your Customers’ the Easy Way: An Alternative to the Pareto/NBD Model. Marketing Science. 24, 275–284.
15.
Fader, P.S., Hardie, B.G.S., Lee, K.L.: RFM and CLV: Using Iso-Value Curves for Customer Base Analysis. Journal of Marketing Research (JMR). 42, 415–430 (2005). https://doi.org/10.1509/jmkr.2005.42.4.415.
16.
Fader, P., Hardie, B., Berger, P.D.: Customer-Base Analysis with Discrete-Time Transaction Data. SSRN Electronic Journal. (2004). https://doi.org/10.2139/ssrn.596801.
17.
Fader, P.S., Hardie, B.G.S., Shang, J.: Customer-Base Analysis in a Discrete-Time Noncontractual Setting. Marketing Science. 29, 1086–1108 (2010). https://doi.org/10.1287/mksc.1100.0580.
18.
van Oest, R., Knox, G.: Extending the BG/NBD: A simple model of purchases and complaints. International Journal of Research in Marketing. 28, 30–37 (2011). https://doi.org/10.1016/j.ijresmar.2010.11.001.
19.
Knox, G., van Oest, R.: Customer Complaints and Recovery Effectiveness: A Customer Base Approach. Journal of Marketing. 78, 42–57 (2014).
20.
During the course there may be hand-outs and other material on additional topics relevant for the course and the examination.