The Crutchfield Corporation
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.E. and Perticucci, R.L. (2017), "The Crutchfield Corporation", . https://doi.org/10.1108/case.darden.2016.000296
Publisher
:University of Virginia Darden School Foundation
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