Marketing suffers from serious definitional problems which undermine the communication function of metrics. For example, Does Acquisition Cost Reduce CLV? I therefore recommend a step forward; lets all exclude acquisition costs from customer lifetime value (CLV) calculations. CLV Is The Net Present Value Of A Customer Relationship Customer lifetime value is the net present value…
Selfishness and Rationality
People often imply that selfishness is central to rational decision making. Yet this is wrong by any meaningful definition of rationality. Selfishness and rationality are not inextricably intertwined. Defining Rationality Definitions matter in the real world. Managers can believe they commit a business sin by considering others — they are being irrational by not being…
Market Share is Malarkey
Students, teachers, managers, and commentators all love market share. Many think a reasonable business goal is to increase market share. My only question is: Why? To use a Joe Biden word, Market Share is Malarkey. [This was written in 2012, but Joe Biden phrases still work now in 2021]. Market Share Is Not The Same…
What Is Marketing?
Many issues in management seem to cause confusion. The first I see as a business school professor is the simple question “What is marketing?” This can be surprisingly difficult. (Interestingly if you look the discipline seems to have changed quite a lot since the early days). What Is Marketing Not? Let’s get rid of some…
