Skip to main content
Log in

Strategisches Kundencontrolling

Eine konzeptionelle und empirische Studie zum Kundenwertmanagement

  • FUNKTIONALE LÖSUNGEN
  • Published:
Controlling & Management Aims and scope

This is a preview of subscription content, log in via an institution to check access.

Access this article

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Abbildung 1:
Abbildung 2:
Abbildung 3:
Abbildung 4:

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.

Download references

Authors

Rights and permissions

Reprints 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

Download citation

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1365/s12176-012-0169-0

Navigation