Customer Accounting: Creating Value with Customer Analytics

Description

This book is designed to meet the needs of CFOs, accounting and financial professionals interested in leveraging the power of data-driven customer insights in management accounting and financial reporting systems. While academic research in Marketing has developed increasingly sophisticated analytical tools, the role of customer analytics as a source of value creation from an Accounting and Finance perspective has received limited attention. The authors aim to fill this gap by blending interdisciplinary academic rigor with practical insights from real-world applications. Readers will find thorough coverage of advanced customer accounting concepts and techniques, including the calculation of customer lifetime value and customer equity for internal decision-making and for external financial reporting and valuation. Beyond a professional audience, the book will serve as ideal companion reading for students enrolled in undergraduate, graduate, or MBA courses. Front Matter ....Pages i-viii Introduction (Massimiliano Bonacchi, Paolo Perego)....Pages 1-12 Customer Analytics: Definitions, Measurement and Models (Massimiliano Bonacchi, Paolo Perego)....Pages 13-35 Customer Analytics for Internal Decision-Making and Control (Massimiliano Bonacchi, Paolo Perego)....Pages 37-66 Customer Equity for External Reporting and Valuation (Massimiliano Bonacchi, Paolo Perego)....Pages 67-82 Conclusions and Trends to Look Forward (Massimiliano Bonacchi, Paolo Perego)....Pages 83-87