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A generalized framework for estimating customer lifetime value when customer lifetimes are not observed

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  • Siddharth Singh
  • Sharad Borle
  • Dipak Jain

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  • Siddharth Singh & Sharad Borle & Dipak Jain, 2009. "A generalized framework for estimating customer lifetime value when customer lifetimes are not observed," Quantitative Marketing and Economics (QME), Springer, vol. 7(2), pages 181-205, June.
    • Handle: RePEc:kap:qmktec:v:7:y:2009:i:2:p:181-205
    DOI: 10.1007/s11129-009-9065-0
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    References listed on IDEAS

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    1. Dipak C. Jain & Naufel J. Vilcassim, 1991. "Investigating Household Purchase Timing Decisions: A Conditional Hazard Function Approach," Marketing Science, INFORMS, vol. 10(1), pages 1-23.
    2. Sharad Borle & Utpal M. Dholakia & Siddharth S. Singh & Robert A. Westbrook, 2007. "The Impact of Survey Participation on Subsequent Customer Behavior: An Empirical Investigation," Marketing Science, INFORMS, vol. 26(5), pages 711-726, 09-10.
    3. Galit Shmueli & Thomas P. Minka & Joseph B. Kadane & Sharad Borle & Peter Boatwright, 2005. "A useful distribution for fitting discrete data: revival of the Conway–Maxwell–Poisson distribution," Journal of the Royal Statistical Society Series C, Royal Statistical Society, vol. 54(1), pages 127-142, January.
    4. Boatwright, Peter & Borle, Sharad & Kadane, Joseph B., 2003. "A Model of the Joint Distribution of Purchase Quantity and Timing," Journal of the American Statistical Association, American Statistical Association, vol. 98, pages 564-572, January.
    5. Ruth N. Bolton, 1998. "A Dynamic Model of the Duration of the Customer's Relationship with a Continuous Service Provider: The Role of Satisfaction," Marketing Science, INFORMS, vol. 17(1), pages 45-65.
    6. David C. Schmittlein & Donald G. Morrison & Richard Colombo, 1987. "Counting Your Customers: Who-Are They and What Will They Do Next?," Management Science, INFORMS, vol. 33(1), pages 1-24, January.
    7. Sharad Borle & Siddharth S. Singh & Dipak C. Jain, 2008. "Customer Lifetime Value Measurement," Management Science, INFORMS, vol. 54(1), pages 100-112, January.
    8. David C. Schmittlein & Robert A. Peterson, 1994. "Customer Base Analysis: An Industrial Purchase Process Application," Marketing Science, INFORMS, vol. 13(1), pages 41-67.
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    Citations

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    Cited by:

    1. David A. Schweidel & Young-Hoon Park & Zainab Jamal, 2014. "A Multiactivity Latent Attrition Model for Customer Base Analysis," Marketing Science, INFORMS, vol. 33(2), pages 273-286, March.
    2. Mamode Khan Naushad & Rumjaun Wasseem & Sunecher Yuvraj & Jowaheer Vandna, 2017. "Computing with bivariate COM-Poisson model under different copulas," Monte Carlo Methods and Applications, De Gruyter, vol. 23(2), pages 131-146, June.
    3. David A. Schweidel & George Knox, 2013. "Incorporating Direct Marketing Activity into Latent Attrition Models," Marketing Science, INFORMS, vol. 32(3), pages 471-487, May.
    4. Patrick Bachmann & Markus Meierer & Jeffrey Näf, 2021. "The Role of Time-Varying Contextual Factors in Latent Attrition Models for Customer Base Analysis," Marketing Science, INFORMS, vol. 40(4), pages 783-809, July.
    5. Lydia Simon & Jost Adler, 2022. "Worth the effort? Comparison of different MCMC algorithms for estimating the Pareto/NBD model," Journal of Business Economics, Springer, vol. 92(4), pages 707-733, May.
    6. Makoto Abe, 2015. "Deriving Customer Lifetime Value from RFM Measures:Insights into Customer Retention and Acquisition," CIRJE F-Series CIRJE-F-962, CIRJE, Faculty of Economics, University of Tokyo.
    7. Kinshuk Jerath & Peter S. Fader & Bruce G. S. Hardie, 2011. "New Perspectives on Customer "Death" Using a Generalization of the Pareto/NBD Model," Marketing Science, INFORMS, vol. 30(5), pages 866-880, September.
    8. Jerath, Kinshuk & Fader, Peter S. & Hardie, Bruce G.S., 2016. "Customer-base analysis using repeated cross-sectional summary (RCSS) data," European Journal of Operational Research, Elsevier, vol. 249(1), pages 340-350.
    9. Juha Karvanen & Ari Rantanen & Lasse Luoma, 2014. "Survey data and Bayesian analysis: a cost-efficient way to estimate customer equity," Quantitative Marketing and Economics (QME), Springer, vol. 12(3), pages 305-329, September.
    10. Sharad Borle & Siddharth Shekhar Singh & Dipak C. Jain & Ashutosh Patil, 2016. "Analyzing Recurrent Customer Purchases and Unobserved Defections: a Bayesian Data Augmentation Scheme," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 3(1), pages 11-28, March.
    11. Aurélie Lemmens & Sunil Gupta, 2020. "Managing Churn to Maximize Profits," Marketing Science, INFORMS, vol. 39(5), pages 956-973, September.
    12. Michael Platzer & Thomas Reutterer, 2016. "Ticking Away the Moments: Timing Regularity Helps to Better Predict Customer Activity," Marketing Science, INFORMS, vol. 35(5), pages 779-799, September.
    13. Arun Gopalakrishnan & Eric T. Bradlow & Peter S. Fader, 2017. "A Cross-Cohort Changepoint Model for Customer-Base Analysis," Marketing Science, INFORMS, vol. 36(2), pages 195-213, March.
    14. Tat Y. Chan & Chunhua Wu & Ying Xie, 2011. "Measuring the Lifetime Value of Customers Acquired from Google Search Advertising," Marketing Science, INFORMS, vol. 30(5), pages 837-850, September.
    15. Sharad Borle & Siddharth Singh & Dipak Jain & Ashutosh Patil, 2016. "Analyzing Recurrent Customer Purchases and Unobserved Defections: a Bayesian Data Augmentation Scheme," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 3(1), pages 11-28, March.
    16. Leslie Hannah & Makoto Kasuya, 2015. "Twentieth Century Enterprise Forms: Japan in Comparative Perspective," CIRJE F-Series CIRJE-F-966, CIRJE, Faculty of Economics, University of Tokyo.
    17. Sunecher Yuvraj & Mamode Khan Naushad & Jowaheer Vandna, 2019. "Modelling with Dispersed Bivariate Moving Average Processes," Journal of Time Series Econometrics, De Gruyter, vol. 11(1), pages 1-19, January.
    18. Pablo Marshall, 2015. "A simple heuristic for obtaining pareto/NBD parameter estimates," Marketing Letters, Springer, vol. 26(2), pages 165-173, June.
    19. Park, Chang Hee & Park, Young-Hoon & Schweidel, David A., 2014. "A multi-category customer base analysis," International Journal of Research in Marketing, Elsevier, vol. 31(3), pages 266-279.
    20. Albert C. Bemmaor & Nicolas Glady, 2012. "Modeling Purchasing Behavior with Sudden "Death": A Flexible Customer Lifetime Model," Management Science, INFORMS, vol. 58(5), pages 1012-1021, May.
    21. Alina Ferecatu & Arnaud Bruyn & Prithwiraj Mukherjee, 2024. "Silently killing your panelists one email at a time: The true cost of email solicitations," Journal of the Academy of Marketing Science, Springer, vol. 52(4), pages 1216-1239, July.

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    More about this item

    Keywords

    Customer lifetime value; Forecasting; Simulation; Data augmentation; MCMC; C10; C11; C13; C15; C16; M3;
    All these keywords.

    JEL classification:

    • C10 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods and Methodology: General - - - General
    • C11 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods and Methodology: General - - - Bayesian Analysis: General
    • C13 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods and Methodology: General - - - Estimation: General
    • C15 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods and Methodology: General - - - Statistical Simulation Methods: General
    • C16 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods and Methodology: General - - - Econometric and Statistical Methods; Specific Distributions
    • M3 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising

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