Customer equity

Lars Groeger; Francis Buttle

doi:10.1002/9781118785317.weom090068

Customer equity

Lars Groeger, Francis Buttle

Macquarie Graduate School of Management

Research output: Chapter in Book/Report/Conference proceeding › Entry for encyclopedia/dictionary/reference book

Abstract

Customer equity is defined as the sum of the discounted lifetime values of all of the firm's current and potential customers. The customer equity concept recognizes customers as the primary source of both current and future cash-flows and thus as one of the firm's most valuable assets. As such, customer equity is a forward-looking concept that measures the future value of a firm's customer base. Customer equity provides a customer-centered measure of a firm's performance that is considered more significant than past and current sales or market share.

Original language	English
Title of host publication	Wiley encyclopedia of management
Subtitle of host publication	Vol. 9 : marketing
Editors	Cary L Cooper
Place of Publication	Chichester, UK
Publisher	John Wiley & Sons
Volume	9
ISBN (Print)	9781119972518
DOIs	https://doi.org/10.1002/9781118785317.weom090068
Publication status	Published - 2014

Keywords

customer equity
customer lifetime value
customer centricity

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10.1002/9781118785317.weom090068

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title = "Customer equity",

abstract = "Customer equity is defined as the sum of the discounted lifetime values of all of the firm's current and potential customers. The customer equity concept recognizes customers as the primary source of both current and future cash-flows and thus as one of the firm's most valuable assets. As such, customer equity is a forward-looking concept that measures the future value of a firm's customer base. Customer equity provides a customer-centered measure of a firm's performance that is considered more significant than past and current sales or market share.",

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AB - Customer equity is defined as the sum of the discounted lifetime values of all of the firm's current and potential customers. The customer equity concept recognizes customers as the primary source of both current and future cash-flows and thus as one of the firm's most valuable assets. As such, customer equity is a forward-looking concept that measures the future value of a firm's customer base. Customer equity provides a customer-centered measure of a firm's performance that is considered more significant than past and current sales or market share.

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KW - customer lifetime value

KW - customer centricity

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DO - 10.1002/9781118785317.weom090068

M3 - Entry for encyclopedia/dictionary/reference book

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BT - Wiley encyclopedia of management

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PB - John Wiley & Sons

CY - Chichester, UK

ER -

Customer equity

Abstract

Keywords

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