Linking brand equity to customer equity

Journal of Service Research

Volumn 9, Issue 2, 2006, Pages 125-138

  Leone, Robert P ^a   Rao, Vithala R ^b   Keller, Kevin Lane ^c   Luo, Anita Man ^d,e,f   McAlister, Leigh ^g,h,i   Srivastava, Rajendra ^j  

^a OHIO STATE UNIVERSITY   (United States)

^b The Samuel Curtis Johnson Graduate School of Management   (United States)

^c DARTMOUTH COLLEGE   (United States)

^d UNIVERSITY OF CONNECTICUT   (United States)

^e PURDUE UNIVERSITY   (United States)

^f BALL STATE UNIVERSITY   (United States)

^g UNIVERSITY OF TEXAS AT AUSTIN   (United States)

^h UNIVERSITY OF OKLAHOMA   (United States)

ⁱ STANFORD UNIVERSITY   (United States)

^j EMORY UNIVERSITY   (United States)

more..

Author keywords

Brand equity; Customer equity

Indexed keywords

EID: 33749621062     PISSN: 10946705     EISSN: 15527379     Source Type: Journal    
DOI: 10.1177/1094670506293563     Document Type: Review

References (28)

1. Aaker, David A. (1995), Building Strong Brands. New York: Free Press.
2. Ailawadi, Kusum, Donald R. Lehmann, and Scott Neslin (2003), "Revenue Premium as an Outcome Measure of Brand Equity," Journal of Marketing, 67 (4), 1-17.
3. Ansari, Asim, Carl Melba, and Scott Neslin (2005), "Customer Channel Migration," working paper, Fuqua School of Business, Duke University, Durham, NC.
4. Ambler, Tim, C. B. Bhattacharya, Julie Edell, Kevin Lane Keller, Katherine N. Lemon, and Vikas Mittal (2002), "Relating Brand and Customer Perspectives on Marketing Management," Journal of Service Research, 5 (1), 13-25.
5. Blattberg, Robert C. and John Deighton (1996), "Manage Marketing by the Customer Equity Test," Harvard Business Review, 74 (July-August), 136-44.
6. _, Gary Getz, and Jacquelyn S. Thomas (2001), Customer Equity: Building and Managing Relationships as Valuable Assets. Boston, MA: Harvard Business School Press.
7. _ and Jacquelyn Thomas (2001), "Valuing, Analyzing, and Managing the Marketing Function Using Customer Equity Principles," in Kellogg on Marketing, Dawn Iacobucci, ed. New York: John Wiley.
8. Briesch, Richard A., Pradeep K. Chintagunta, and Edward J. Fox (2005), "Convenience, Price and Assortment: Modeling the Determinants of Grocery Store Choice," working paper, Southern Methodist University, Dallas, TX.
9. Fox, Edward J., Alan L. Montgomery, and Leonard M. Lodish (2004), "Consumer Shopping and Spending across Retail Formats," Journal of Business, 77 (2), S25-S60.
10. Gruen, Thomas W., Daniel S. Corsten, and Sundar Bharadwaj (2002), Retail Out-of-Stocks: A Worldwide Examination of Extent, Causes and Consumer Responses. Washington, DC: Grocery Manufacturers of America; Washington, DC: Food Marketing Institute; and Paris: Food Business Forum.
11. Holbrook, Morris B. (1992). "Product Quality, Attributes, and Brand Names as Determinants of Price: The Case of Consumer Electronics," Marketing Letters, 3 (1), 71-83.
12. Keiningham, Timothy L., Lerzan Aksoy, Tiffany Perkins-Munn, and Terry G. Vavra (2005), "The Brand-Customer Connection," Marketing Management, 14 (4), 33-37.
13. Keller, Kevin Lane (2003), Strategic Brand Management, 2nd ed. Upper Saddle River, NJ: Prentice Hall.
14. Kumar, V. (2006), "CLV: A Path to Higher Profitability," working paper, University of Connecticut, Storrs.
15. _, G. Ramani, and T. Bohling (2004), "Customer Lifetime Value Approaches and Best Practice Applications," Journal of Interactive Marketing, 18 (3), 60-72.
16. _, Rajkumar Venkatesan, and Werner Reinartz (2006), "Knowing What to Sell, When, to Whom," Harvard Business Review, 84 (March), 131-37.
17. Randall, Taylor, Karl Ulrich, and David J. Reibstein (1998), "Brand Equity and Vertical Product Line Extent," Marketing Science, 17 (4), 356-79.
18. Rao, Vithala R., Manoj K. Agarwal, and Denise Dahlhoff (2004), "How Is the Manifest Branding Strategy Relayed to the Intangible Value of a Corporation?" Journal of Marketing 68 (October), 126-41.
19. Reinartz, W. and V. Kumar (2003), "The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration," Journal of Marketing, 67 (1), 77-99.
20. _, J. Thomas, and V. Kumar (2005), "Balancing Acquisition and Retention Resources to Maximize Profitability," Journal of Marketing, 69 (January), 63-79.
21. Rust, Roland T., Katherine N. Lemon, and Valarie A. Zeithaml (2004), "Return on Marketing: Using Customer Equity to Focus Marketing Strategy," Journal of Marketing, 68 (January), 109-27.
22. _, Valarie A. Zeithamal, and Katherine Lemon (2000), Driving Customer Equity. New York: Free Press.
23. _, and _ (2004), "Customer-Centered Brand Management," Harvard Business Review, 68 (September), 110-18.
24. Srinivasan, V. Seenu, Chan Su Park, and Dae Ryun Chang (2005), "An Approach to the Measurement, Analysis, and Prediction of Brand Equity and Its Sources," Management Science, 51 (9), 1433-48.
25. Srivastava, Rajendra K. and David Reibstein (2005), "Metrics for Linking Marketing to Financial Performance," MSI Special Report 05-200, Marketing Science Institute, Cambridge, MA.
26. _, Tasadduq A. Shervani, and Liam Fahey (1999), "Marketing, Business Processes, and Shareholder Value: An Organizationally Embedded View of Marketing Activities and the Discipline of Marketing," Journal of Marketing, 63, 168-79.
27. Thomas J., W. Reinartz, and V. Kumar (2004), "Getting the Most Out of All Your Customers," Harvard Business Review, 68 (July-August), 116-23.
28. Venkatesan, R. and V. Kumar (2004), "A Customer Lifetime Value Framework for Customer Selections and Resource Allocation Strategy," Journal of Marketing, 68 (4), 106-25.