CEBiz logo The Columbia Center for Excellence in E-Business Columbia Business School
HomeAbout UsResearchNewsContact Us
Current Projects
Submission Guidelines



The E-Customer Value Project
Select a research project:
 

Photo of Donald R. LehmannPhoto of Sunil Gupta
Donald R. Lehmann and
Sunil Gupta, Directors

How much is a customer worth? This is an important question in running any business but particularly an electronic business, where much of the revenue comes in the form of monthly payments such a subscriptions (e.g., AOL) or in the form of repeated transactions by return visitors (e.g., most e-tailers). This project looks at sophisticated but simple techniques for knowing what your customers are worth.

 Get Acrobat Reader

Papers

“Valuing Customers” (PDF), by Sunil Gupta, Donald R. Lehmann and Jennifer Ames Stuart


 


privacy statement | © 2002