TY  - JOUR
AB  - 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.
VL  - 
IS  - 
SN  - 2474-7890
DO  - 10.1108/case.darden.2016.000296
UR  - https://doi.org/10.1108/case.darden.2016.000296
AU  - Pfeifer Phillip E.
AU  - Perticucci Roy L.
PY  - 2017
Y1  - 2017/01/01
TI  - The Crutchfield Corporation
T2  - Darden Business Publishing Cases
PB  - University of Virginia Darden School Foundation
SP  - 1
EP  - 5
Y2  - 2024/04/19
ER  -