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Driving Customer Equity How Customer Lifetime Value Is Reshaping Corporate Strategy

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ISBN-10: 0684864665

ISBN-13: 9780684864662

Edition: 2000

Authors: Roland T. Rust, Valarie A. Zeithaml, Katherine N. Lemon

List price: $53.00
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In their efforts to become more customer-focused, companies everywhere find themselves entangled in outmoded systems, metrics, and strategies rooted in their product-centered view of the world. Now, to ease this shift to a customer focus, marketing strategy experts Roland T. Rust, Valarie A. Zeithaml, and Katherine N. Lemon have created a dynamic new model they call "Customer Equity," a strategic framework designed to maximize every firm's most important asset, the total lifetime value of its customer base. The authors' Customer Equity Framework yields powerful insights that will help any business increase the value of its customer base. Rust, Zeithaml, and Lemon introduce the three drivers…    
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Book details

List price: $53.00
Copyright year: 2000
Publisher: Free Press
Publication date: 6/27/2000
Binding: Hardcover
Pages: 304
Size: 6.13" wide x 9.25" long x 1.00" tall
Weight: 1.210
Language: English

Roland T. Rust holds the David Bruce Smith Chair in Marketing at the Robert H. Smith School of Business at the University of Maryland, where he is Chair of the Marketing Department and directs the Center for e-Service. His lifetime achievement honors include the American Marketing Association’s Gilbert A. Churchill Award for contributions to marketing research, the Outstanding Contributions to Research in Advertising award from the American Academy of Advertising, the AMA’s Career Contributions to the Services Discipline Award, Fellow of the American Statistical Association, and the Henry Latan� Distinguished Doctoral Alumnus Award from the University of North Carolina at…    

Valarie Zeithaml is the Roy and Alice H. Richards Bicentennial Professor of Marketing and Associate Dean for the MBA Program at the Kenan-Flagler Business School of the University of North Carolina.

Preface
Acknowledgments
Beyond Brand Equity
The Case for Customer Equity
The Profitable Product Death Spiral
The True Lifetime Value of the Customer
The Customer Equity Framework
A Framework for Customer Equity
Driving Value Equity
Driving Brand Equity
Driving Retention Equity
Customer-Centered Strategy
Measuring Customer Equity
Evaluating Financial Impact
Strategic Analysis
Managing Customer Equity
The Customer Pyramid
Managing the Customer Pyramid
Customer Alchemy
The Internet as the Ultimate Customer Equity Tool
The Customer Equity Corporation
Appendices
Obtaining the Lifetime Value
Example of Customer Survey
Calculating the Importance of Customer Equity Drivers
Notes
Index
About the Authors