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From Customer Profit to Customer Value

In: Strategic Management Accounting

Author

Listed:
  • Wing Sun Li

    (Beijing Normal University–Hong Kong Baptist University)

Abstract

s This chapter provides a holistic view from customer profitability to customer value creation. In particular, it discusses a fuller range of measures of these two dimensions and their use to monitor corporate performance. Customer profit and customer value are two interrelated concepts, but there exists priority conflict. Traditional customer profitability is an accounting concept, with less contextual meaning in financial value. A complete view from customer profit to customer value creation permits management to manage the firm from these two dimensions and strike the balance between short-term to long-term goals. Furthermore, this chapter discusses in a great length the concept of customer lifetime value and the application of this concept to evaluate customer value contribution. The customer lifetime value concept is particularly relevant in today’s e-business valuation. Their use and implications are discussed.

Suggested Citation

  • Wing Sun Li, 2018. "From Customer Profit to Customer Value," Management for Professionals, in: Strategic Management Accounting, chapter 5, pages 75-96, Springer.
    • Handle: RePEc:spr:mgmchp:978-981-10-5729-8_5
    DOI: 10.1007/978-981-10-5729-8_5
    as

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