Professional Documents
Culture Documents
supplier. It can - and should - also include customer goodwill that is normally not
expressed in financial terms, eg a customer's level of loyalty and advocacy
• the total asset value of the relationships which an organization has with its
customers. The term was coined by Robert C. Blattberg and John Deighton in
their article, "Manage Marketing by the Customer Equity Test," Harvard Business
Review, Jul/Aug, vol. 74 no. 4, pp. 136–144. Customer equity is based on
customer lifetime value, and an understanding of customer equity can be used to
optimize the balance of investment in the acquisition and retention of customers.
It is also known as customer capital and forms one component of the intellectual
capital of an organization.
Quantitatively speaking, a firm's customer equity is the total of the discounted lifetime value of
all of its customers. In their new book Driving Customer Equity: How Customer Lifetime Value is
Reshaping Corporate Strategy, Rust, Zeithaml and Lemon state that customer equity has three
drivers:
1. Value equity, "the customer's objective assessment of the utility of a brand, based
on the perceptions of what is given up for what is received"
2. Brand equity, "the customer's subjective and intangible assessment of the brand,
above and beyond its objectively-perceived value"
3. Retention equity, "the tendency of the customer to stick with the brand, above and
beyond the customer's objective and subjective assessments of the brand."
The customer equity model enables marketers to determine which of the three drivers—value,
brand or retention equity—are most critical to driving customer equity in their industry and firm.
Using this approach allows marketers to quantify the financial benefit from improving one or more
of the drivers.
For example, if a regional grocery chain wants to evaluate whether or not they should spend $2
million on an advertising campaign that will improve ad awareness by 1 percent, the customer
equity model translates the percentage improvement in ad awareness into the percentage
improvement in brand equity (a component of customer equity). The percentage improvement in
customer equity then translates into dollar improvement. Comparing the advertising expenditure
to the dollar improvement allows the company to calculate its return on the advertising
investment.
Given this research, it is clear that brand equity alone is becoming an increasingly weak measure
for marketing efforts. The customer equity model provides a basis for projecting the ROI of any
strategic investment that improves customer equity whether as a function of value, brand or
retention equity. It provides a catalyst for companies to become truly customer-centric and to
make marketing programs more successful and accountable.
It's a mystery to us why managers seem to spend millions of dollars on marketing programs
without knowing if their investment produces a fair return. One possible explanation, however, is
that managers simply do not know how to project the return on investment for their marketing
programs. They have lacked a basic model that links marketing actions with customer spending
actions, and instead use intuition to make decisions. The customer equity model has the
potential to forge that missing link.
Customer Delight
Definition:
Measure or determination that a product or service exceeds a customer's expectations,
considering requirements of both quality and service.