Linking Customer and Financial Metrics to Shareholder Value: The Leverage Effect in Customer-Based Valuation

Customers are the most important assets of most companies, such that customer equity has been used as a proxy for shareholder value. However, linking customer metrics to shareholder value without considering debt and nonoperating assets ignores their effects on relative changes in customer equity an...

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Bibliographic Details
Published in:Journal of marketing 2012-03, Vol.76 (2), p.17-32
Main Authors: Schulze, Christian, Skiera, Bernd, Wiesel, Thorsten
Format: Article
Language:English
Subjects:
Acquisition costs
Business structures
Comparative studies
Cost of equity
Customer relations
Customers
Debt
Equity
Financial leverage
Kundenwert
Marketing
Messung
Shareholder Value
Shareholders wealth
Stockholders
Valuation
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