Short Term Gains vs. CLV

Introduction

Peter LaPlaca seeks databases to enable MBA students to test if a philosophy of foregoing short-term gains can indeed generate long term growth in customer lifetime value

 ARC: Connections: ELMAR: Posting

areas: relationships: dialog


We tell our students that companies that adopt a true CRM philosophy may forego short-term gains for longer term improvement in lifetime customer value. Are you aware of any databases that will enable MBA students to actually test this hypothesis?

Thank you.

Peter LaPlaca, Ph.D.
Editor, Industrial Marketing Management
24 Quarry Drive, Suite 201
Vernon, CT 06066-4917 USA
860-875-8017 860-875-2318 FAX
mailto:plaplaca@journalimm.com

To view Industrial Marketing Management’s web page click on the link below:

http://www.elsevier.com/locate/indmarman