Customers will buy from the firm that they see as offering the highest perceived value . Customer perceived value (CPV) is the difference between the prospective customer’s evaluation of all the benefits and all the costs of an offering and the perceived alternatives. Total customer value is the perceived monetary value of the bundle or economic‚ functional‚ and psychological benefits customers expect from a given market offering. Total customer cost is the bundle of costs customers expect to
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Customer Lifetime Value (SMALL BOOK 167-177) * Customer lifetime value (CLV)‚ is the net present value of the cash flows attributed to the relationship with a customer. * The use of customer lifetime value as a marketing metric tends to place greater emphasis on customer service and long-term customer satisfaction‚ rather than on maximizing short-term sales. * Two approaches to CLV: * Disaggregate (“spreadsheet”)– Complex and cumbersome‚ but allows you to build in any assumptions
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Marriott Corporation : The Cost of Capital( Abridged) (บริษัท Marriott : ต้นทุนของเงินทุน (สรุป) ในเดือนเมษายน 1988 Dan Cohrs รองประธานของโครงการการเงินที่บริษัท Marriott ได้มีการเตรียมตัวแนะนำรายปีสำหรับ Hurdle rates(อัตราส่วนลด)ของแต่ละแผนก 3 แผนก โครงการการลงทุนแต่ละจะถูกคัดเลือกโดยอัตราส่วนลดที่เหมาะสมของ แต่ละแผนก ในปี 1987 Marriott มียอดขายเติบโต 24 % ละ ROE มียอดขาย 22% และรายได้ต่อหุ้นเพิ่มขึ้น 2 เท่า จากเมื่อ4ปีก่อน และกลยุทธ์การดำเนินการมีเป้าหมายตามแนวโน้มนี้ต่อไป
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CUSTOMER LIFETIME VALUE: MARKETING MODELS AND APPLICATIONS Paul D. Berger Nada I. Nasr ABSTRACT Customer lifetime value has been a mainstay concept in direct response marketing for many years‚ and has been increasingly considered in the field of general marketing. However‚ the vast majority of literature on the topic (a) has been dedicated to extolling its use as a decisionmaking criterion; (b) has presented isolated numerical examples of its calculation/determination; and (c) has considered
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What is the overall weighted average cost of capital for Marriott Corporation? (Use a corporate tax rate of 34%). What type of investments would you value using Marriott’s WACC? Cost of debt：8.95%+1.3%=10.25% Cost of equity：8.95%+1.64*7.43%=21.14% 實際beta=1.11，根據exhibit 1，長期債務為24.99億美元，權益價值為35.64億美元(30元*118.8百萬股)，可以得出D/V=24.99/35.64=41%標的資本結構D/V=60%，所以必需做出調整。 V=D+E，D/V=41%，E/V=59% Beta of asset=(E/V)*beta of equity=0.59*1.11=0.655 Beta of equity=(V/E)*beta of asset=(1/0.4)*0.655=1.64 Risk free
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wants of customers. Apple Inc. had always had their unparallel ways of marketing and advertising their products‚ which too are set apart from every other brand in their own unique styles. Marketers usually market ten types of entities: Goods: These are physical goods that may be manufactured or produced. In case of Apple products‚ the goods that they market are iPhone‚ iPad‚ Macbook‚ etc. Services: These are the intangible products that involve performing some services for the customers. A service
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An important factor in understanding the value of a product or service to a customer is to understand what potential benefit they will derive from it‚ how they can set about deriving it and how external factors affect it. Understanding these essential facts assists in the establishment of the product‚ pricing and promotional strategy‚ marketing support services and value added services necessary to the successful introduction and support of the product in the market place The above approach
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Employee Loyalty Yes Yes Yes Yes Sustained Competitive Advantage Strength and Sustainable Distinctive Competence Marriott has a few distinctive competencies that are the driving force in their company. Superior efficiency is evident in their personnel. Marriott has been named by Fortune Magazine as on of the "100 Best Companies to Work For" and one of the "Top 50 Companies for Minorities" (Marriott is‚ 2004). They are also very concerned with minimizing employee turnover because of the high costs associated
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UNIVERSITY MARRIOTT CORPORATION BONDHOLDERS VERSUS EQUITY HOLDERS On October 5‚ 1992‚ Marriott Corporation announced a plan to restructure the company by splitting itself into two parts. The announcement caused immediate and opposite price movements for its stock and its bonds. Stockholders were happy and bondholders were in a furor‚ particularly those that bought a new issue of bonds in April. The Restructuring Plan The two separate companies were to be Marriott International and Host Marriott. The
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Therefore‚ we used βu = βE * E/V to deleverage the financial risk for each of the hotels and compute the weight average of the βu for the hotel business by the revenue of each hotel. The details are in the attached excel file. βu of lodging division of Marriott = βu of pure play in the hotel industry Then‚ we can calculate the βE of lodging divison at Marriot by releverage the βu of pure play. The βE of lodging divison at Marriot‚ βE = βu + [βu – βD] * (D/E) * (1-T) Among them‚ βu = 0.4113‚ βD = 0.3595
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