Participant and professor publish article

August 11, 2015

Ashok Sridhar, a participant in the TIAS Executive MBA program (cohort 2014) and Professor Michael Corbey have published a paper together on Customer Accounting this month. The English-language article was published in the peer reviewedMaandblad voor Accountancy en Bedrijfseconomie, Volume 89.

The paper discusses how companies can take important steps towards determining the profitability of their customer portfolio. Ashok and Michael distinguish between two core approaches: Customer Profitability Analysis (CPA) and Customer Lifetime Value (CLV). The article shows how there are considerable differences between these two approaches to Customer Accounting. These differences concern things such as complexity, impact on decision taking, and implementation. They conclude their analysis with practical recommendations on how best to implement both approaches according to the situation.  

Read more

A. Sridhar and M. Corbey (2015): Customer Profitability Analysis and Customer Lifetime Value; comparing and contrasting two key metrics in Customer Accounting, in Maandblad voor Accountancy en Bedrijfseconomie, Vol 89, nr. 7-8, pp. 265-273.

For more information, contact Prof. Corbey at:
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