The dynamic effect of customer equity across firm growth: The case of small and medium-sized online retailers
DC Field | Value | Language |
---|---|---|
dc.contributor.author | Song, Tae Ho | - |
dc.contributor.author | Kim, Sang Yong | - |
dc.contributor.author | Kim, Ji Yoon | - |
dc.date.accessioned | 2021-09-03T20:26:04Z | - |
dc.date.available | 2021-09-03T20:26:04Z | - |
dc.date.created | 2021-06-16 | - |
dc.date.issued | 2016-09 | - |
dc.identifier.issn | 0148-2963 | - |
dc.identifier.uri | https://scholar.korea.ac.kr/handle/2021.sw.korea/87631 | - |
dc.description.abstract | Although several causal studies investigate the relationships between customer equity and firm performance, some debate about whether their positive relationship is valid over long time horizons and across firm/industry environments does exist. This study investigates the dynamic effect of customer equity on firm performance. Using individual-level purchase data for an online retailer, the results show a weak relationship between customer equity and firm profitability, which is not consistent with previous assumptions and beliefs. Additional analysis to resolve this gap shows that in the early stage when a firm's growth rate is relatively high the firm is required to manage many newly enrolled customers. In contrast, in the mature stage when a firm's growth rate is stable and low the firm should retain its customers. Thus, marketing managers need to leverage the drivers of acquisition and retention to continue to grow overall customer equity and firm performance. (C) 2016 Elsevier Inc. All rights reserved. | - |
dc.language | English | - |
dc.language.iso | en | - |
dc.publisher | ELSEVIER SCIENCE INC | - |
dc.subject | LIFETIME VALUE | - |
dc.subject | LINKING CUSTOMER | - |
dc.subject | PERFORMANCE | - |
dc.subject | MANAGEMENT | - |
dc.subject | METRICS | - |
dc.subject | ACQUISITION | - |
dc.title | The dynamic effect of customer equity across firm growth: The case of small and medium-sized online retailers | - |
dc.type | Article | - |
dc.contributor.affiliatedAuthor | Kim, Sang Yong | - |
dc.identifier.doi | 10.1016/j.jbusres.2015.12.067 | - |
dc.identifier.scopusid | 2-s2.0-84973340076 | - |
dc.identifier.wosid | 000378953200062 | - |
dc.identifier.bibliographicCitation | JOURNAL OF BUSINESS RESEARCH, v.69, no.9, pp.3755 - 3764 | - |
dc.relation.isPartOf | JOURNAL OF BUSINESS RESEARCH | - |
dc.citation.title | JOURNAL OF BUSINESS RESEARCH | - |
dc.citation.volume | 69 | - |
dc.citation.number | 9 | - |
dc.citation.startPage | 3755 | - |
dc.citation.endPage | 3764 | - |
dc.type.rims | ART | - |
dc.type.docType | Article | - |
dc.description.journalClass | 1 | - |
dc.description.journalRegisteredClass | ssci | - |
dc.description.journalRegisteredClass | scopus | - |
dc.relation.journalResearchArea | Business & Economics | - |
dc.relation.journalWebOfScienceCategory | Business | - |
dc.subject.keywordPlus | LIFETIME VALUE | - |
dc.subject.keywordPlus | LINKING CUSTOMER | - |
dc.subject.keywordPlus | PERFORMANCE | - |
dc.subject.keywordPlus | MANAGEMENT | - |
dc.subject.keywordPlus | METRICS | - |
dc.subject.keywordPlus | ACQUISITION | - |
dc.subject.keywordAuthor | Customer Equity | - |
dc.subject.keywordAuthor | Customer Lifetime Value | - |
dc.subject.keywordAuthor | Newly Acquired Customer Equity | - |
dc.subject.keywordAuthor | Retained Customer Equity | - |
dc.subject.keywordAuthor | Firm Growth | - |
Items in ScholarWorks are protected by copyright, with all rights reserved, unless otherwise indicated.
(02841) 서울특별시 성북구 안암로 14502-3290-1114
COPYRIGHT © 2021 Korea University. All Rights Reserved.
Certain data included herein are derived from the © Web of Science of Clarivate Analytics. All rights reserved.
You may not copy or re-distribute this material in whole or in part without the prior written consent of Clarivate Analytics.