Customer Lifetime Value and the Evaluation Model in Telecom Industry

Customer Lifetime Value (CLV) is a problem in urgent need of recognization by telecom operators at present. The existing researches generally consider CLV as the operators' discounted value of the full value from customers, and the computational methods are listed at the conceptual level. Besides reviewing and analyzing these concepts, the thesis put forward the opinion that since measuring methods of CLV are always lack of operability, it cannot be applied in practical sales. Based on this, the thesis considers CLV as customer value after the evaluation time from the application perspective. Moreover, CLV is broken down according to previous researches and corresponding computational methods of every index are listed, making CLV measurement operable.