A Renewable-Resource Approach to Database Valuation

We demonstrate in this paper that firms should view customers in a database as a renewable resource when valuating them. Indeed, customer names flow in and out of the firm’s databases, and the goal of the firm is to optimize the overall customer acquisition/cultivation/attrition process. The renewab...

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Bibliographic Details
Main Authors: Dreze, Xavier, Bonfrer, Andre
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2003
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Online Access:https://ink.library.smu.edu.sg/lkcsb_research/1913
https://ink.library.smu.edu.sg/context/lkcsb_research/article/2912/viewcontent/1603paper1.pdf
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Institution: Singapore Management University
Language: English

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