From Customer Lifetime Value to Shareholder Value
提出了一个链式效应框架，解释客户终身价值如何影响股东价值，并引入“预见性”客户终身价值概念，指出建立两者联系面临的计量和数据挑战。
The authors propose a chain of effects framework for understanding how customer lifetime value (CLV) affects shareholder value (SHV). In the chain of effects framework, the authors propose that CLV serves as an intermediary in the relationship between firm actions and SHV. They also introduce the notion of the “prescient” value of CLV called CLV-P, which captures the impact on CLV from future modifications to a firm’s business model as well as competitive reactions. Finally, they identify econometric and data-related challenges in establishing the link, which suggest directions for future research.