1 Is the Richard and Susan Lenny Distinguished Chair Professor of Marketing, and Executive Director, Center for Excellence in Brand & Customer Management, J. Mack Robinson College of Business, Georgia State University, Atlanta
2 Is an Associate Professor of Business Administration at the Darden Graduate School of Business, University of Virginia, Charlottesville
3 Is a Marketing Intelligence Analyst at the Center for Excellence in Brand & Customer Management, J. Mack Robinson College of Business, Georgia State University, Atlanta
Donkers, B., Peter C. Verhoef and M.G. de Jong (2007), “Modeling CLV: A Test of Competing Models in the Insurance Industry”, Quantitative Marketing and Economics, Vol. 5, No. 2. (June 2007), pp. 163 - 190.
Kumar, V., Denish Shah and Rajkumar Venkatesan (2006), “Managing Retailer Profitability - One Customer at a Time!” Journal of Retailing, 82(4), pp. 277 - 294.
Kumar, V., Rajkumar Venkatesan, Tim Bohling and Denise Beckmann (2008), “The Power of CLV: Managing Customer Lifetime Value at IBM”, Marketing Science, 27(4), pp. 585 - 599.
Ramani, Girish and V. Kumar (2008), “Interaction Orientation and Firm Performance”, Journal of Marketing, 72(1), pp. 27 - 45.
Reinartz, Werner J., and V. Kumar (2003), “The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration”, Journal of Marketing, 67(1), pp. 77 - 99.
Venkatesan, Rajkumar and V. Kumar, (2004), “A Customer Lifetime Value Based Framework for Customer Selection and Resource Allocation Strategy”, Journal of Marketing, 68 (October), pp. 106 - 25.
Venkatesan, Rajkumar, V. Kumar and Tim Bohling (2007), “Optimal Customer Relationship Management Using Bayesian Decision Theory: An Application for Customer Selection”, Journal of Marketing Research, 44 (November), pp. 579 - 594.