INSTALLED BASE INFORMATION: Ensuring Customer Value and Profitability after the Sale
نویسندگان
چکیده
OF DOCTORAL DISSERTATION HELSINKI UNIVERSITY OF TECHNOLOGY P.O. BOX 1000, FI-02015 TKK http://www.tkk.fi Author: Timo Ala-Risku Name of the dissertation Installed Base Information — Ensuring Customer Value and Profitability after the Sale Date of the defense October 2, 2009 Faculty Faculty of Information and Natural Sciences Department Department of Industrial Engineering and Management Field of research Industrial Management Opponents Professor Joan Ernst van Aken (Technische Universiteit Eindhoven) and Docent, PhD Kari Komonen (VTT) Supervisor Professor Jan Holmström (Helsinki University of Technology) Instructor Professor Kari Tanskanen (Helsinki University of Technology)
منابع مشابه
An Empirical Analysis to Design Enhanced Customer Lifetime Value Based on Customer Loyalty:Evidences from Iranian Banking Sector
The more a marketing paradigm evolves, the more long-term relationship with customers gains its importance. Also, the move towards a customer-centred approach to marketing, coupled with the increasing availability of customer transaction data, has led to an interest in understanding and estimating customer lifetime value (CLV). There are several researches about the CLV formulas and calculating...
متن کاملCooperative Strategies to Leverage Network Externalities: Evaluating Network Partnerships in the B2b Software Market
In the presence of network externalities, product features compatible with standards and larger installed bases of the relevant technologies lead to expanded market shares and increased customer valuation. Our research finds that firms which collaborate with other organizations do so to enhance product compatibility and expand their installed bases. We study the effects of such cooperative stra...
متن کاملActivity– level as a link between customer retention and consumer lifetime value
Customer activity has received more attention due to the increase of social network applications. Moreover, customer activity could be an answer to the research debate about the significant relationship between retention rate and lifetime profitability of customers. Several researchers believe that an increase in the retention rate of customers may enhance their customer lifetime value (CLV), o...
متن کاملCustomer Profitability Analysis and Market Valuation: Differential Pricing and the Comparative Profitability of Major Customer Sales
In this study, I investigate whether inferences drawn from customer profitability analysis (CPA) are associated with the information set used by investors valuing firms’ equity. This research question is motivated by the recent emergence of CPA as the most important aspect of strategic planning for managers (e.g., Foster and Young 1997). To the extent that managers use CPA in developing strateg...
متن کاملAn economic analysis of electronic secondary markets: installed base, technology, durability and firm profitability
The Internet has spawned a number of partially structured electronic secondary markets, which enable the trading of secondary goods between consumers. Many of these, such as Usenet groups, or WWW sites for niche products, tend to be self-administering; however, there has been significant recent growth in the number of more general web-based markets of this kind. These electronic secondary marke...
متن کاملذخیره در منابع من
با ذخیره ی این منبع در منابع من، دسترسی به آن را برای استفاده های بعدی آسان تر کنید
عنوان ژورنال:
دوره شماره
صفحات -
تاریخ انتشار 2009