Literatur
Ambler, T./Roberts, J.: Beware the Silver Metric – Marketing Performance Measurement Has to Be Multidimensional, MSI Report, No. 06-113, Cambridge, MA 2006.
Dhar, R./Glazer, R.: Hedging Customers, in: Harvard Business Review, Vol. 81 (2003), No. 5, p. 86 – 92.
Dwyer, F. R.: Customer Lifetime Valuation to Support Marketing Decision Making, in: Journal of Direct Marketing, Vol. 11 (1997), No. 4, p. 6 – 13.
Gupta, S./Lehmann, D. R./Stuart, J. A.: Valuing Customers, in: Journal of Marketing Research, Vol. 41 (2004), No. 1, p. 7 – 18.
Hogan, J. E./Lehmann, D. R./Merino, M./Srivastava, R. K./Thomas, J. S./Verhoef, P. C.: Linking Customer Assets to Financial Performance, in: Journal of Service Research, Vol. 5 (2002), No. 1, p. 26 – 28.
Lewis, M.: Incorporating Strategic Consumer Behavior into Customer Valuation, in: Journal of Marketing, Vol. 69 (2005), No. 4, p. 230 – 238.
Meyer, M./Shaffu, N.: Unternehmenswertorientiertes Kundenmanagement auf Basis des Customer Lifetime Value, in: Zeitschrift für Controlling & Management, 51. Jg. (2007), Heft 1, S. 54 – 62.
Peppers, D./Rogers, J.: Response to Ambler and Roberts’ „Beware the Silver Metric“, MSI Report, No. 06 – 114, Cambridge, MA 2006.
Reinartz, W. J./Kumar, V.: On the Profitability of Long-Life Customers in a Noncontractual Setting, in: Journal of Marketing, Vol. 64 (2000), No. 4, p. 17 – 35.
Reinecke, S./Keller, J.: Strategisches Kundenwertcontrolling, in: Reinecke, S./Tomczak, T.: Handbuch Marketingcontrolling, Wiesbaden 2006, S. 253 – 282.
Rudolf-Sipötz, E.: Kundenwert: Konzeption – Determinanten – Management, St. Gallen 2001.
Venkatesan, R./Kumar, V.: A Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy, in: Journal of Marketing, Vol. 68 (2004), No. 4, p. 106 – 125.
Weber, J./Lissautzki, M.: Erfolgsorientierte Unternehmenssteuerung mit Kundenwerten, in: Controlling, o. Jg. (2006), Heft 6, S. 277 – 282.
Rights and permissions
About this article
Cite this article
Reinecke, S., Keller, J. Strategisches Kundencontrolling. Z Control Manag 51 (Suppl 2), 83–88 (2007). https://doi.org/10.1365/s12176-012-0169-0
Published:
Issue Date:
DOI: https://doi.org/10.1365/s12176-012-0169-0