BNET Business Dictionary
Business Definition for: Customer Equity
- the total asset value of the relationships which an organization has with its customers. The term was coined by Robert C. Blattberg and John Deighton in their article, "Manage Marketing by the Customer Equity Test," Harvard Business Review, Jul/Aug, vol. 74 no. 4, pp. 136Ă¢â‚¬"144. Customer equity is based on customer lifetime value, and an understanding of customer equity can be used to optimize the balance of investment in the acquisition and retention of customers. It is also known as customer capital and forms one component of the intellectual capital of an organization.
Additional Resources
- Return on Marketing: Using Customer Equity to Focus Marketing Strategy
- The authors present a unified strategic framework that enables competing marketing strategy options to be traded off on the basis of projected financial return, which is operationalized as the change in a firm's customer equity relative to the incremental expenditure necessary to produce the change. The change in the firm's...
- White papers 2004-01-01
- Customer Equity Marketing: Touching the Intangible
- Research has shown that the market value of stock listed companies is to a large extent attributable to investor's value estimations of intangible assets. Among these, Customer Equity, the monetary value potential of a company's current and future customers, is of central importance. It is the key driver of shareholder...
- White papers 2002-07-03
- The Impact Of Acquisition Channels On Customer Equity
- From the executive summary: ‘Customer Equity CE is a powerful new paradigm to evaluate the firm's value and to optimally allocate marketing resources. The paper explores the relationship between customer acquisition and CE. The methodologies to categorize customer acquisition channels to make them meaningful to managers and academics are examined...
- White papers 2003-08-01
- Leverage Advanced Customer Analytics to Grow Shareholder Value: The Right Marketing Applications Can Facilitate Customer Equity Optimization (CEO) Strategies
- This white paper will help executives across disciplines appreciate the business value of analytical CRM as a high-impact driver of customer equity growth and thus higher shareholder value. It is focused on analytical CRM as: the key enabler of intelligent marketing for building high-growth companies, a practical means to align...
- White papers 2004-09-01
- Why Customer Satisfaction isn't Good Enough
- Although the goal of satisfied customers is all well and good, it misses the point in any strategic branding effort for many reasons. Satisfaction is important, but in the customer economy, it is no longer enough. Customer satisfaction provides little guidance about what's wrong, how to fix it or even...
- White papers 2003-01-01
- Relationship Quality as the Cornerstone of a Marketing Strategy to Optimize Customer Relations
- Customer relationships have been increasingly studied in marketing science literature. Today one experiences an urgent need for measuring the success of relationships with customers. There exists an extensive body of knowledge about customer value, customer equity and retention rates. However, the authors believe that one should also consider the concept...
- White papers 2005-09-25
- Fed issues rule on hedge equity securities
- The Federal Reserve Board has announced it will not apply Section 9 of the Federal Reserve Act to prohibit a state member bank from acquiring equity securities to hedge the bank's customer-driven equity derivative transactions if such purchases are made iThe Federal Reserve Board has announced it will not apply...
- Research articles 2002-04-01
- Minacs Worldwide signs a three year contract to provide customer relationship services for Equity Retirement Rewards.
- MARKHAM, ON, Oct 30, 2000 Minacs Worldwide Inc. (TSE:MXW) today announced that it has entered into a three-year contract with Equity Retirement Rewards to provide customer relationship management CRM services for its new loyalty card program. This contract provides Minacs with a significant new...
- Research articles 2000-10-30
- APAC Customer Services Announces Initiation of Research Coverage by 21st Century Equity Research LLC
- DEERFIELD, Ill. -- APAC Customer Services, Inc. (Nasdaq: APAC), a leading provider of customer care services and solutions, today announced that 21st Century Equity Research LLC of Milwaukee, Wisconsin has initiated coverage of APAC Customer Services, Inc. As a matter of policy, APAC Customer Services, Inc. does not, by...
- Research articles 2006-12-04
- Report On The Comparison Of Order Executions Across Equity Market Structures
- This Report on the Comparison of Order Executions Across Equity Market Structures, prepared by the Commission's Office of Economic Analysis, is part of the Commission's ongoing inquiry into market fragmentation and its possible effects on the quality of execution of investor orders in the National Market System. The Report considers...
- Case studies 2001-01-08
- GM wants cash, not equity, from Delphi.(News)
- Byline: David Barkholz Crain News Service General Motors Corp. prefers cash to equity as compensation for the $4 billion in claims that it has accumulated in the Delphi Corp. bankruptcy case. GM, Delphi's largest customer, says it is owed the mo ...
- Research articles 2006-10-23
- INDIA: PHILIPS MAKES EQUITY INVESTMENT IN ISHONI NETWORKS.(Royal Philips Electronics acquires majority interest)(Brief Article)(Statistical Data Included)
- Royal Philips Electronics announced that it has made a $25 million equity investment for 51 percent majority interest in Ishoni Networks, a silicon and software solution provider for broadband Customer Premise Equipment CPE and devices. Ishoni Netw Royal Philips Electronics announced that it has made a...
- Research articles 2002-02-20
- Interelate raises $45 million in equity financing led by Great Hill Partners; Brings total financing for customer intelligence solutions provider to $75 million.
- M2 PRESSWIRE-12 March 2001-Interelate: Interelate raises $45 million in equity financing led by Great Hill Partners; Brings total financing for customer intelligence solutions provider to $75 million C1994-2001 M2 COMMUNICATIONS LTD RDATE:14032001 EDEN PRAIRIE, MN -- Interelate, Inc., the leading provider...
- Research articles 2001-03-12
- The Impact Of Discounting On Brand Equity
- Price discounting effect on brand equity has kept an increasingly heated debate boiling: advertisers vs. agencies, advertising agencies vs. promotion agencies, sales managers vs. marketing managers, manufacturers vs. retailers. Brand image is its personality, its promise to prospective customers. Brand equity is the worth of that image and its strength...
- White papers 2003-01-01
- Quinto breaks from Rand.(Jeff Quinto of Rand Financial Services)(Brief Article)
- What would make the head of a top 50 U.S. futures commission merchant FCM managing over $111 million in customer equity decide to hang it up? After 7 1/2 years as the president and CEO of Rand Financial Services, Jeff Quinto has stepped aside to st ...
- Research articles 2000-12-01
- Zacks Bull and Bear of the Day Highlights: Bayer AG, Enzon Pharmaceuticals, APAC Customer Services and Comstock Resources
- CHICAGO -- Zacks Equity Research highlights Bayer AG (NYSE: BAY) as the Bull of the Day and Enzon Pharmaceuticals (Nasdaq: ENZN) as the Bear of the Day. In addition, Zacks Equity Research provides analysis on APAC Customer Services (Nasdaq: APAC) and Comstock Resources (NYSE: CRK). Full analysis of all four...
- Research articles 2007-05-10
- AT&T Audioconferencing Services Wins Customer Award from Frost & Sullivan and Verizon Business' Hosted IP Centrex Solution Earns Top Honors.
- M2 PRESSWIRE-10 November 2006-U.S. Equity News: AT&T Audioconferencing Services Wins Customer Award from Frost & Sullivan and Verizon Business' Hosted IP Centrex Solution Earns Top HonorsC1994-2006 M2 COMMUNICATIONS LTD RDATE:10112006 City of Industry, CA - Telecommunications industry alert provided by...
- Research articles 2006-11-10
- AT&T Unit Sterling Buying Comergent and Verizon Business Receives 2006 Frost & Sullivan Customer Service Leadership Award.
- M2 PRESSWIRE-21 November 2006-U.S. Equity News: AT&T Unit Sterling Buying Comergent and Verizon Business Receives 2006 Frost & Sullivan Customer Service Leadership AwardC1994-2006 M2 COMMUNICATIONS LTD RDATE:21112006 City of Industry, CA - Telecommunications industry alert provided by U.S. Equity News....
- Research articles 2006-11-21
- Foresight Software becomes fully independent from Marcam; Platinum Equity Holdings acquires Foresight Software, major player in rapidly growing customer interaction software market
- ATLANTA--BUSINESS WIRE--July 16, 1996--Foresight Software Inc. today announced that executives of Platinum Equity Holdings have acquired the company, enabling it to operate as an independent provider in the customer interaction software CIS market.Foresight Software management and employees will participate in the ownership of the company.Foresight Software develops, markets and supports...
- Research articles 1996-07-16
- AT&T Ranks Highest in J.D. Power and Associates Study on Customer Satisfaction Among Large Data Users and Verizon Business Video Podcasts Examine the Security of Instant Messaging, E-Mail and Other Essential Workplace Communications Tools.
- M2 PRESSWIRE-24 April 2007-U.S. Equity News: AT&T Ranks Highest in J.D. Power and Associates Study on Customer Satisfaction Among Large Data Users and Verizon Business Video Podcasts Examine the Security of Instant Messaging, E-Mail and Other Essential Workplace Communications ToolsC1994-2007 M2 COMMUNICATIONS LTD ...
- Research articles 2007-04-24
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