Best Paper Award
Professors Sunil Gupta and Donald Lehmann's E-Customer Value Project has been published in the article "Customers as Assets," which was awarded the Best Paper award in the Journal of Interactive Marketing.
Professors Sunil Gupta and Donald Lehmann's E-Customer Value Project has been published in the article "Customers as Assets," which was awarded the Best Paper award in the Journal of Interactive Marketing.
The E-Customer Value Project
Donald R. Lehmann and Sunil Gupta
Directors
How much is a customer worth? This is an important question in running any business but particularly an electronic business, where much of the revenue comes in the form of monthly payments such a subscriptions (e.g., AOL) or in the form of repeated transactions by return visitors (e.g., most e-tailers). This project looks at sophisticated but simple techniques for knowing what your customers are worth.
Donald R. Lehmann and Sunil Gupta
Directors
How much is a customer worth? This is an important question in running any business but particularly an electronic business, where much of the revenue comes in the form of monthly payments such a subscriptions (e.g., AOL) or in the form of repeated transactions by return visitors (e.g., most e-tailers). This project looks at sophisticated but simple techniques for knowing what your customers are worth.