The Crutchfield Corporation

Darden Business Publishing Cases

ISSN: 2474-7890

Publication date: 20 January 2017

Abstract

Crutchfield, a large U.S. mail-order firm specializing in consumer electronics and personal computers, must evaluate the results of a recent "prospecting" mailing to a rented list of names. A determination of the mailing requires the calculation of the lifetime value of the new customers acquired. Case data on repurchase probabilities (broken out by recency and frequency) support such a calculation. The case can also be used to introduce the RFM (recency, frequency, monetary value) framework for valuing customers.

Keywords

Citation

Pfeifer, P. and Perticucci, R. (2017), "The Crutchfield Corporation", Darden Business Publishing Cases. https://doi.org/10.1108/case.darden.2016.000296

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Publisher

:

University of Virginia Darden School Foundation

Copyright © 1994 by the University of Virginia Darden School Foundation, Charlottesville, VA. All rights reserved.

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