{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,1,5]],"date-time":"2026-01-05T15:12:14Z","timestamp":1767625934308,"version":"3.41.0"},"reference-count":106,"publisher":"Springer Science and Business Media LLC","issue":"4","license":[{"start":{"date-parts":[[2017,4,25]],"date-time":"2017-04-25T00:00:00Z","timestamp":1493078400000},"content-version":"unspecified","delay-in-days":0,"URL":"http:\/\/www.springer.com\/tdm"}],"content-domain":{"domain":["link.springer.com"],"crossmark-restriction":false},"short-container-title":["Electron Markets"],"published-print":{"date-parts":[[2017,11]]},"DOI":"10.1007\/s12525-017-0255-4","type":"journal-article","created":{"date-parts":[[2017,4,24]],"date-time":"2017-04-24T23:01:30Z","timestamp":1493074890000},"page":"307-328","update-policy":"https:\/\/doi.org\/10.1007\/springer_crossmark_policy","source":"Crossref","is-referenced-by-count":6,"title":["Customer lifetime network value: customer valuation in the context of network effects"],"prefix":"10.1007","volume":"27","author":[{"given":"Miriam","family":"D\u00e4s","sequence":"first","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Julia","family":"Klier","sequence":"additional","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Mathias","family":"Klier","sequence":"additional","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Georg","family":"Lindner","sequence":"additional","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Lea","family":"Thiel","sequence":"additional","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]}],"member":"297","published-online":{"date-parts":[[2017,4,25]]},"reference":[{"issue":"3","key":"255_CR1","doi-asserted-by":"crossref","first-page":"211","DOI":"10.1016\/S0378-8733(03)00009-1","volume":"25","author":"LA Adamic","year":"2003","unstructured":"Adamic, L. A., & Adar, E. (2003). Friends and neighbors on the web. Social Networks, 25(3), 211\u2013230.","journal-title":"Social Networks"},{"issue":"1","key":"255_CR2","doi-asserted-by":"crossref","first-page":"39","DOI":"10.1300\/J366v05n01_04","volume":"5","author":"R Algesheimer","year":"2006","unstructured":"Algesheimer, R., & von Wangenheim, F. (2006). A network based approach to customer equity management. Journal of Relationship Marketing, 5(1), 39\u201357.","journal-title":"Journal of Relationship Marketing"},{"issue":"6092","key":"255_CR3","doi-asserted-by":"crossref","first-page":"337","DOI":"10.1126\/science.1215842","volume":"337","author":"S Aral","year":"2012","unstructured":"Aral, S., & Walker, D. (2012). Identifying influential and susceptible members of social networks. Science, 337(6092), 337\u2013341.","journal-title":"Science"},{"issue":"3","key":"255_CR4","doi-asserted-by":"crossref","first-page":"291","DOI":"10.2307\/3149462","volume":"4","author":"J Arndt","year":"1967","unstructured":"Arndt, J. (1967). Role of product-related conversations in the diffusion of a new product. Journal of Marketing Research, 4(3), 291\u2013295.","journal-title":"Journal of Marketing Research"},{"key":"255_CR5","first-page":"222","volume-title":"Groups, Leadership and men. Research in human relations","author":"SE Asch","year":"1951","unstructured":"Asch, S. E. (1951). Effects of group pressure upon the modification and distortion of judgements. In H. Guetzkow (Ed.), Groups, Leadership and men. Research in human relations (pp. 222\u2013236). Oxford: Carnegie Press."},{"issue":"3","key":"255_CR6","doi-asserted-by":"crossref","first-page":"273","DOI":"10.1287\/isre.1070.0152","volume":"19","author":"M Bampo","year":"2008","unstructured":"Bampo, M., Ewing, M. T., Mather, D. R., Stewart, D., & Wallace, M. (2008). The effects of the social structure of digital networks on viral marketing performance. Information Systems Research, 19(3), 273\u2013290.","journal-title":"Information Systems Research"},{"key":"255_CR7","doi-asserted-by":"crossref","unstructured":"Benevenuto, F., Rodrigues, T., Cha, M., & Almeida, V. (2009). Characterizing user behavior in online social networks. In Proceedings of the 9th ACM SIGCOMM Conference on Internet Measurement (pp. 49\u201362). Chicago.","DOI":"10.1145\/1644893.1644900"},{"issue":"4","key":"255_CR8","doi-asserted-by":"crossref","first-page":"586","DOI":"10.1016\/j.jcps.2014.05.002","volume":"24","author":"J Berger","year":"2014","unstructured":"Berger, J. (2014). Word of mouth and interpersonal communication: a review and directions for future research. Journal of Consumer Psychology, 24(4), 586\u2013607.","journal-title":"Journal of Consumer Psychology"},{"issue":"1","key":"255_CR9","doi-asserted-by":"crossref","first-page":"17","DOI":"10.1002\/(SICI)1520-6653(199824)12:1<17::AID-DIR3>3.0.CO;2-K","volume":"12","author":"PD Berger","year":"1998","unstructured":"Berger, P. D., & Nasr, N. I. (1998). Customer lifetime value: marketing models and applications. Journal of Interactive Marketing, 12(1), 17\u201330.","journal-title":"Journal of Interactive Marketing"},{"issue":"1","key":"255_CR10","doi-asserted-by":"crossref","first-page":"113","DOI":"10.1080\/0022250X.1972.9989806","volume":"2","author":"P Bonacich","year":"1972","unstructured":"Bonacich, P. (1972). Factoring and weighting approaches to status scores and clique identification. Journal of Mathematical Sociology, 2(1), 113\u2013120.","journal-title":"Journal of Mathematical Sociology"},{"issue":"7415","key":"255_CR11","doi-asserted-by":"crossref","first-page":"295","DOI":"10.1038\/nature11421","volume":"489","author":"RM Bond","year":"2012","unstructured":"Bond, R. M., Fariss, C. J., Jones, J. J., Di Kramer, A., Marlow, C., Settle, J. E., & Fowler, J. H. (2012). A 61-million-person experiment in social influence and political mobilization. Nature, 489(7415), 295\u2013298.","journal-title":"Nature"},{"issue":"1\u20137","key":"255_CR12","doi-asserted-by":"crossref","first-page":"107","DOI":"10.1016\/S0169-7552(98)00110-X","volume":"30","author":"S Brin","year":"1998","unstructured":"Brin, S., & Page, L. (1998). The anatomy of a large-scale hypertextual web search engine. Computer Networks and ISDN Systems, 30(1\u20137), 107\u2013117.","journal-title":"Computer Networks and ISDN Systems"},{"key":"255_CR13","unstructured":"Butler, R. A. (2017). How millennial consumers make buying decisions. https:\/\/reneeannbutler.com\/2017\/02\/02\/how-millennial-consumers-make-buying-decisions\/ . Accessed 03 Feb 2017."},{"issue":"3","key":"255_CR14","doi-asserted-by":"crossref","first-page":"477","DOI":"10.1287\/mnsc.1070.0810","volume":"54","author":"Y Chen","year":"2008","unstructured":"Chen, Y., & Xie, J. (2008). Online Consumer review: word-of-mouth as a new element of marketing communication mix. Management Science, 54(3), 477\u2013491.","journal-title":"Management Science"},{"issue":"1","key":"255_CR15","doi-asserted-by":"crossref","first-page":"24","DOI":"10.1016\/j.dss.2009.12.006","volume":"49","author":"CM Cheung","year":"2010","unstructured":"Cheung, C. M., & Lee, M. K. (2010). A theoretical model of intentional social action in online social networks. Decision Support Systems, 49(1), 24\u201330.","journal-title":"Decision Support Systems"},{"issue":"3","key":"255_CR16","doi-asserted-by":"crossref","first-page":"185","DOI":"10.1016\/j.dss.2009.02.008","volume":"47","author":"K de Valck","year":"2009","unstructured":"de Valck, K., van Bruggen, G. H., & Wierenga, B. (2009). Virtual communities: a marketing perspective. Decision Support Systems, 47(3), 185\u2013203.","journal-title":"Decision Support Systems"},{"key":"255_CR17","doi-asserted-by":"crossref","unstructured":"Domingos, P., & Richardson, M. (2001). Mining the network value of customers. In Proceedings of the 7th ACM SIGKDD International Conference on Knowledge Discovery and Data Mining (pp. 57\u201366). San Francisco.","DOI":"10.1145\/502512.502525"},{"issue":"4","key":"255_CR18","first-page":"6","volume":"11","author":"FR Dwyer","year":"1997","unstructured":"Dwyer, F. R. (1997). Customer lifetime valuation to support marketing decision making. Journal of Interactive Marketing, 11(4), 6\u201313.","journal-title":"Journal of Interactive Marketing"},{"issue":"5","key":"255_CR19","doi-asserted-by":"crossref","first-page":"591","DOI":"10.2501\/S1470785308200055","volume":"50","author":"D Eccleston","year":"2008","unstructured":"Eccleston, D., & Griseri, L. (2008). How does web 2.0 stretch traditional influencing patterns? International Journal of Market Research, 50(5), 591\u2013616.","journal-title":"International Journal of Market Research"},{"key":"255_CR20","unstructured":"eMarketer. (2014). Worldwide internet, social network and mobile users: Q2 2014 complete forecast. https:\/\/drive.google.com\/file\/d\/0B6dNgmEOnbVhaGd1d0FHVjhlZWM\/edit?pli=1 . Accessed 03 Feb 2017."},{"key":"255_CR21","unstructured":"eMarketer. (2016). Number of social network users worldwide from 2010 to 2020. http:\/\/www.statista.com\/statistics\/278414\/number-of-worldwide-social-network-users\/ . Accessed 03 Feb 2017."},{"issue":"2","key":"255_CR22","doi-asserted-by":"crossref","first-page":"137","DOI":"10.1016\/S0022-4405(97)00002-2","volume":"35","author":"WP Erchul","year":"1997","unstructured":"Erchul, W. P., & Raven, B. H. (1997). Social power in School consultation: a contemporary view of French and Raven's bases of power model. Journal of School Psychology, 35(2), 137\u2013171.","journal-title":"Journal of School Psychology"},{"issue":"3","key":"255_CR23","doi-asserted-by":"crossref","first-page":"215","DOI":"10.1016\/0378-8733(78)90021-7","volume":"1","author":"LC Freeman","year":"1979","unstructured":"Freeman, L. C. (1979). Centrality in social networks: conceptual clarification. Social Networks, 1(3), 215\u2013239.","journal-title":"Social Networks"},{"key":"255_CR24","unstructured":"Friedman, T. L. (2013). It\u2019s a 401(k) World. http:\/\/www.nytimes.com\/2013\/05\/01\/opinion\/friedman-its-a-401k-world.html . Accessed 03 Feb 2017."},{"key":"255_CR25","first-page":"121","volume-title":"Lecture notes in computer science. Advances in intelligent data analysis VI","author":"M Gamon","year":"2005","unstructured":"Gamon, M., Aue, A., Corston-Oliver, S., & Ringger, E. (2005). Pulse: mining customer opinions from free text. In A. F. Famili, J. N. Kok, J. M. Pe\u00f1a, A. Siebes, & A. Feelders (Eds.), Lecture notes in computer science. Advances in intelligent data analysis VI (pp. 121\u2013132). Berlin: Springer."},{"issue":"3","key":"255_CR26","doi-asserted-by":"crossref","first-page":"266","DOI":"10.1016\/j.dss.2009.02.013","volume":"47","author":"D Ganley","year":"2009","unstructured":"Ganley, D., & Lampe, C. (2009). The ties that bind: Social network principles in online communities. Decision Support Systems, 47(3), 266\u2013274.","journal-title":"Decision Support Systems"},{"key":"255_CR27","unstructured":"Gartner Group. (2015). Gartner CMO Spend Survey 2015\u20132016: digital marketing comes of age. http:\/\/gartnerformarketers.com\/CMOspend . Accessed 03 Feb 2017."},{"key":"255_CR28","volume-title":"The tipping point: how little things can make a big difference","author":"M Gladwell","year":"2000","unstructured":"Gladwell, M. (2000). The tipping point: how little things can make a big difference. Boston: Little, Brown and Company."},{"issue":"2","key":"255_CR29","doi-asserted-by":"crossref","first-page":"1","DOI":"10.1509\/jmkg.73.2.1","volume":"73","author":"J Goldenberg","year":"2009","unstructured":"Goldenberg, J., Han, S., Lehmann, D. R., & Hong, J. W. (2009). The role of hubs in the adoption process. Journal of Marketing, 73(2), 1\u201313.","journal-title":"Journal of Marketing"},{"key":"255_CR30","volume-title":"Matrix computations","author":"GH Golub","year":"2012","unstructured":"Golub, G. H., & van Loan, C. F. (2012). Matrix computations (Vol. 3). Baltimore: JHU Press."},{"issue":"6","key":"255_CR31","doi-asserted-by":"crossref","first-page":"1360","DOI":"10.1086\/225469","volume":"78","author":"MS Granovetter","year":"1973","unstructured":"Granovetter, M. S. (1973). The strength of weak ties. American Journal of Sociology, 78(6), 1360\u20131380.","journal-title":"American Journal of Sociology"},{"issue":"6","key":"255_CR32","doi-asserted-by":"crossref","first-page":"1420","DOI":"10.1086\/226707","volume":"83","author":"MS Granovetter","year":"1978","unstructured":"Granovetter, M. S. (1978). Threshold models of collective behavior. American Journal of Sociology, 83(6), 1420\u20131443.","journal-title":"American Journal of Sociology"},{"issue":"2","key":"255_CR33","doi-asserted-by":"crossref","first-page":"337","DOI":"10.25300\/MISQ\/2013\/37.2.01","volume":"37","author":"S Gregor","year":"2013","unstructured":"Gregor, S., & Hevner, A. R. (2013). Positioning and presenting design Science research for maximum impact. MIS Quarterly, 37(2), 337\u2013355.","journal-title":"MIS Quarterly"},{"issue":"10","key":"255_CR34","doi-asserted-by":"crossref","first-page":"1251","DOI":"10.1177\/0002764214527087","volume":"58","author":"A Gruzd","year":"2014","unstructured":"Gruzd, A., & Wellman, B. (2014). Networked influence in social media: introduction to the special issue. American Behavioral Scientist, 58(10), 1251\u20131259.","journal-title":"American Behavioral Scientist"},{"volume-title":"Groups, leadership and men: research in human relations","year":"1951","key":"255_CR35","unstructured":"Guetzkow, H. (Ed.). (1951). Groups, leadership and men: research in human relations. Oxford: Carnegie Press."},{"issue":"2","key":"255_CR36","doi-asserted-by":"crossref","first-page":"139","DOI":"10.1177\/1094670506293810","volume":"9","author":"S Gupta","year":"2006","unstructured":"Gupta, S., Hanssens, D., Hardie, B., Kahn, W., Kumar, V., Lin, N., et al. (2006). Modeling customer lifetime value. Journal of Service Research, 9(2), 139\u2013155.","journal-title":"Journal of Service Research"},{"key":"255_CR37","doi-asserted-by":"crossref","unstructured":"Hagberg, A. A., Schult, D. A., & Swart, P. J. (2008). Exploring network structure, dynamics, and function using NetworkX. In G. Varoquaux, T. Vaught, & J. Millman (Eds.), Proceedings of the 7th Python in Science Conference (pp. 11\u201315). Pasadena.","DOI":"10.25080\/TCWV9851"},{"key":"255_CR38","volume-title":"Structural models: an introduction to the theory of directed graphs","author":"F Harary","year":"1965","unstructured":"Harary, F., Norman, R. Z., & Cartwright, D. (1965). Structural models: an introduction to the theory of directed graphs. New York: John Wiley & Sons."},{"key":"255_CR39","unstructured":"Heidemann, J., Klier, M., & Probst, F. (2010). Identifying key users in online social networks: A PageRank based approach. In Proceedings of the 31st International Conference on Information Systems. St. Louis."},{"issue":"4","key":"255_CR40","doi-asserted-by":"crossref","first-page":"395","DOI":"10.1287\/mksc.12.4.395","volume":"12","author":"K Helsen","year":"1993","unstructured":"Helsen, K., & Schmittlein, D. C. (1993). Analyzing duration times in marketing: evidence for the effectiveness of hazard rate models. Marketing Science, 12(4), 395\u2013414.","journal-title":"Marketing Science"},{"issue":"4","key":"255_CR41","doi-asserted-by":"crossref","first-page":"454","DOI":"10.1086\/208570","volume":"17","author":"PM Herr","year":"1991","unstructured":"Herr, P. M., Kardes, F. R., & Kim, J. (1991). Effects of word-of-mouth and product-attribute information on persuasion: an accessibility-Diagnosticity perspective. Journal of Consumer Research, 17(4), 454\u2013462.","journal-title":"Journal of Consumer Research"},{"issue":"1","key":"255_CR42","doi-asserted-by":"crossref","first-page":"75","DOI":"10.2307\/25148625","volume":"28","author":"AR Hevner","year":"2004","unstructured":"Hevner, A. R., March, S. T., Park, J., & Ram, S. (2004). Design Science in information systems research. MIS Quarterly, 28(1), 75\u2013105.","journal-title":"MIS Quarterly"},{"issue":"1","key":"255_CR43","doi-asserted-by":"crossref","first-page":"2836","DOI":"10.1016\/j.jbusres.2012.07.005","volume":"67","author":"O Hinz","year":"2014","unstructured":"Hinz, O., Schulze, C., & Takac, C. (2014). New product adoption in social networks: why direction matters. Journal of Business Research, 67(1), 2836\u20132844.","journal-title":"Journal of Business Research"},{"issue":"6","key":"255_CR44","doi-asserted-by":"crossref","first-page":"55","DOI":"10.1509\/jm.10.0088","volume":"75","author":"O Hinz","year":"2011","unstructured":"Hinz, O., Skiera, B., Barrot, C., & Becker, J. U. (2011). Seeding strategies for viral marketing: an empirical comparison. Journal of Marketing, 75(6), 55\u201371.","journal-title":"Journal of Marketing"},{"issue":"3","key":"255_CR45","doi-asserted-by":"crossref","first-page":"196","DOI":"10.1177\/1094670502238915","volume":"5","author":"JE Hogan","year":"2003","unstructured":"Hogan, J. E., Lemon, K. N., & Libai, B. (2003). What is the true value of a lost customer? Journal of Service Research, 5(3), 196\u2013208.","journal-title":"Journal of Service Research"},{"issue":"3","key":"255_CR46","doi-asserted-by":"crossref","first-page":"271","DOI":"10.1017\/S0021849904040243","volume":"44","author":"JE Hogan","year":"2004","unstructured":"Hogan, J. E., Lemon, K. N., & Libai, B. (2004). Quantifying the ripple: word-of-mouth and advertising effectiveness. Journal of Advertising Research, 44(3), 271\u2013280.","journal-title":"Journal of Advertising Research"},{"key":"255_CR47","doi-asserted-by":"crossref","unstructured":"Hu, M., & Liu, B. (2004, August). Mining and summarizing customer reviews. In Proceedings of the 10th ACM SIGKDD International Conference on Knowledge Discovery and Data Mining (pp. 168\u2013177). Seattle.","DOI":"10.1145\/1014052.1014073"},{"key":"255_CR48","unstructured":"ITU. (2016). ICT Facts and Figures 2016. http:\/\/www.itu.int\/en\/ITU-D\/Statistics\/Documents\/facts\/ICTFactsFigures2016.pdf . Accessed 03 Feb 2017."},{"key":"255_CR49","volume-title":"Distinguishing between drivers of social contagion: insights from combining social network and co-location data","author":"R Iyengar","year":"2011","unstructured":"Iyengar, R., Van den Bulte, C., & Choi, J. (2011a). Distinguishing between drivers of social contagion: insights from combining social network and co-location data. Philadelphia: Working Paper at the Wharton School of the University of Pennsylvania."},{"issue":"2","key":"255_CR50","doi-asserted-by":"crossref","first-page":"195","DOI":"10.1287\/mksc.1100.0566","volume":"30","author":"R Iyengar","year":"2011","unstructured":"Iyengar, R., Van den Bulte, C., & Valente, T. W. (2011b). Opinion Leadership and social contagion in new product diffusion. Marketing Science, 30(2), 195\u2013212.","journal-title":"Marketing Science"},{"issue":"2","key":"255_CR51","doi-asserted-by":"crossref","first-page":"34","DOI":"10.1002\/dir.10032","volume":"16","author":"D Jain","year":"2002","unstructured":"Jain, D., & Singh, S. S. (2002). Customer lifetime value research in marketing: a review and future directions. Journal of Interactive Marketing, 16(2), 34\u201346.","journal-title":"Journal of Interactive Marketing"},{"issue":"1","key":"255_CR52","doi-asserted-by":"crossref","first-page":"1","DOI":"10.1287\/mksc.10.1.1","volume":"10","author":"DC Jain","year":"1991","unstructured":"Jain, D. C., & Vilcassim, N. J. (1991). Investigating household purchase timing decisions: a conditional hazard function approach. Marketing Science, 10(1), 1\u201323.","journal-title":"Marketing Science"},{"issue":"1","key":"255_CR53","first-page":"275","volume":"38","author":"GC Kane","year":"2014","unstructured":"Kane, G. C., Alavi, M., Labianca, G., & Borgatti, S. (2014). What\u2019s different about social media networks? A framework and research agenda. MIS Quarterly, 38(1), 275\u2013304.","journal-title":"MIS Quarterly"},{"issue":"3","key":"255_CR54","doi-asserted-by":"crossref","first-page":"425","DOI":"10.1509\/jmkr.48.3.425","volume":"48","author":"Z Katona","year":"2011","unstructured":"Katona, Z., Zubcsek, P. P., & Sarvary, M. (2011). Network effects and personal influences: the diffusion of an online social network. Journal of Marketing Research, 48(3), 425\u2013443.","journal-title":"Journal of Marketing Research"},{"issue":"1","key":"255_CR55","doi-asserted-by":"crossref","first-page":"39","DOI":"10.1007\/BF02289026","volume":"18","author":"L Katz","year":"1953","unstructured":"Katz, L. (1953). A new status index derived from sociometric analysis. Psychometrika, 18(1), 39\u201343.","journal-title":"Psychometrika"},{"key":"255_CR56","volume-title":"Personal influence: the part played by people in the flow of mass Communications","author":"E Katz","year":"1955","unstructured":"Katz, E., & Lazarsfeld, P. F. (1955). Personal influence: the part played by people in the flow of mass Communications. New York: The Free Press."},{"issue":"2","key":"255_CR57","doi-asserted-by":"crossref","first-page":"93","DOI":"10.1257\/jep.8.2.93","volume":"8","author":"ML Katz","year":"1994","unstructured":"Katz, M. L., & Shapiro, C. (1994). Systems competition and network effects. Journal of Economic Perspectives, 8(2), 93\u2013115.","journal-title":"Journal of Economic Perspectives"},{"issue":"1","key":"255_CR58","doi-asserted-by":"crossref","first-page":"233","DOI":"10.1016\/j.dss.2008.06.007","volume":"46","author":"C Kiss","year":"2008","unstructured":"Kiss, C., & Bichler, M. (2008). Identification of influencers \u2014 Measuring influence in customer networks. Decision Support Systems, 46(1), 233\u2013253.","journal-title":"Decision Support Systems"},{"key":"255_CR59","unstructured":"Klier, J., Klier, M., Probst, F., & Thiel, L. (2014). Customer lifetime network value. In Proceedings of the 35th International Conference on Information Systems (pp. 1\u201321). Auckland."},{"key":"255_CR60","volume-title":"Principles of marketing","author":"P Kotler","year":"1996","unstructured":"Kotler, P., & Armstrong, G. (1996). Principles of marketing (7th ed.). Englewood Cliffs: Prentice Hall.","edition":"7"},{"issue":"3","key":"255_CR61","doi-asserted-by":"crossref","first-page":"297","DOI":"10.1177\/1094670510375602","volume":"13","author":"V Kumar","year":"2010","unstructured":"Kumar, V., Aksoy, L., Donkers, B., Venkatesan, R., Wiesel, T., & Tillmanns, S. (2010a). Undervalued or overvalued customers: capturing Total customer engagement value. Journal of Service Research, 13(3), 297\u2013310.","journal-title":"Journal of Service Research"},{"issue":"2","key":"255_CR62","doi-asserted-by":"crossref","first-page":"194","DOI":"10.1287\/mksc.1120.0768","volume":"32","author":"V Kumar","year":"2013","unstructured":"Kumar, V., Bhaskaran, V., Mirchandani, R., & Shah, M. (2013). Creating a measurable social media marketing strategy: increasing the value and ROI of intangibles and tangibles for hokey pokey. Marketing Science, 32(2), 194\u2013212.","journal-title":"Marketing Science"},{"issue":"10","key":"255_CR63","first-page":"139","volume":"85","author":"V Kumar","year":"2007","unstructured":"Kumar, V., Petersen, J. A., & Leone, R. P. (2007). How valuable is word of mouth? Harvard Business Review, 85(10), 139\u2013148.","journal-title":"Harvard Business Review"},{"issue":"5","key":"255_CR64","doi-asserted-by":"crossref","first-page":"1","DOI":"10.1509\/jmkg.74.5.1","volume":"74","author":"V Kumar","year":"2010","unstructured":"Kumar, V., Petersen, J. A., & Leone, R. P. (2010b). Driving profitability by encouraging customer referrals: who, when, and how. Journal of Marketing, 74(5), 1\u201317.","journal-title":"Journal of Marketing"},{"issue":"3","key":"255_CR65","doi-asserted-by":"crossref","first-page":"60","DOI":"10.1002\/dir.20014","volume":"18","author":"V Kumar","year":"2004","unstructured":"Kumar, V., Ramani, G., & Bohling, T. (2004). Customer lifetime value approaches and best practice Applications. Journal of Interactive Marketing, 18(3), 60\u201372.","journal-title":"Journal of Interactive Marketing"},{"issue":"4","key":"255_CR66","doi-asserted-by":"crossref","first-page":"585","DOI":"10.1287\/mksc.1070.0319","volume":"27","author":"V Kumar","year":"2008","unstructured":"Kumar, V., Venkatesan, R., Bohling, T., & Beckmann, D. (2008). The power of CLV: managing customer lifetime value at IBM. Marketing Science, 27(4), 585\u2013599.","journal-title":"Marketing Science"},{"issue":"1","key":"255_CR67","doi-asserted-by":"crossref","first-page":"29","DOI":"10.1057\/palgrave.dbm.3250033","volume":"14","author":"J Lee","year":"2006","unstructured":"Lee, J., Lee, J., & Feick, L. (2006). Incorporating word-of-mouth effects in estimating customer lifetime value. Journal of Database Marketing & Customer Strategy Management, 14(1), 29\u201339.","journal-title":"Journal of Database Marketing & Customer Strategy Management"},{"issue":"2","key":"255_CR68","doi-asserted-by":"crossref","first-page":"161","DOI":"10.1509\/jmr.11.0305","volume":"50","author":"B Libai","year":"2013","unstructured":"Libai, B., Muller, E., & Peres, R. (2013). Decomposing the value of word-of-mouth seeding programs: accelerations versus expansion. Journal of Marketing Research, 50(2), 161\u2013176.","journal-title":"Journal of Marketing Research"},{"key":"255_CR69","unstructured":"Lin, F., & Cohen, W. W. (2010). Power iteration clustering. In Proceedings of the 27th International Conference on Machine Learning (ICML) (pp. 655\u2013662). Haifa."},{"issue":"1","key":"255_CR70","doi-asserted-by":"crossref","first-page":"63","DOI":"10.1007\/s12599-013-0306-0","volume":"6","author":"B Lis","year":"2014","unstructured":"Lis, B., & Ne\u00dfler, C. (2014). Electronic word of mouth. Business & Information Systems Engineering, 6(1), 63\u201365.","journal-title":"Business & Information Systems Engineering"},{"key":"255_CR71","doi-asserted-by":"crossref","unstructured":"Liu, X., He, Q., Tian, Y., Lee, W.-C., McPherson, J., & Han, J. (2012). Event-based social networks: linking the online and offline social worlds. In Proceedings of the 18th ACM SIGKDD International Conference on Knowledge Discovery and Data Mining (pp. 1032\u20131040). Beijing.","DOI":"10.1145\/2339530.2339693"},{"issue":"1","key":"255_CR72","doi-asserted-by":"crossref","first-page":"2","DOI":"10.1002\/dir.20027","volume":"19","author":"EC Malthouse","year":"2005","unstructured":"Malthouse, E. C., & Blattberg, R. C. (2005). Can we predict customer lifetime value? Journal of Interactive Marketing, 19(1), 2\u201316.","journal-title":"Journal of Interactive Marketing"},{"issue":"4","key":"255_CR73","doi-asserted-by":"crossref","first-page":"270","DOI":"10.1016\/j.intmar.2013.09.008","volume":"27","author":"EC Malthouse","year":"2013","unstructured":"Malthouse, E. C., Haenlein, M., Skiera, B., Wege, E., & Zhang, M. (2013). Managing customer relationships in the social media era: introducing the social CRM house. Journal of Interactive Marketing, 27(4), 270\u2013280.","journal-title":"Journal of Interactive Marketing"},{"issue":"1","key":"255_CR74","doi-asserted-by":"crossref","first-page":"38","DOI":"10.1509\/jmkg.66.1.38.18451","volume":"66","author":"JH McAlexander","year":"2002","unstructured":"McAlexander, J. H., Schouten, J. W., & Koenig, H. F. (2002). Building brand community. Journal of Marketing, 66(1), 38\u201354.","journal-title":"Journal of Marketing"},{"issue":"1","key":"255_CR75","doi-asserted-by":"crossref","first-page":"108","DOI":"10.1509\/jmkg.74.1.108","volume":"74","author":"S Moon","year":"2010","unstructured":"Moon, S., Bergey, P. K., & Iacobucci, D. (2010). Dynamic effects among movie ratings, movie revenues, and viewer satisfaction. Journal of Marketing, 74(1), 108\u2013121.","journal-title":"Journal of Marketing"},{"key":"255_CR76","doi-asserted-by":"crossref","unstructured":"Mtibaa, A., May, M., Diot, C., & Ammar, M. (2010). PeopleRank: social opportunistic forwarding. In Proceedings of the 29th Conference on Information Communications (pp. 1\u20135). San Diego.","DOI":"10.1109\/INFCOM.2010.5462261"},{"key":"255_CR77","volume-title":"Going Viral","author":"K Nahon","year":"2013","unstructured":"Nahon, K., & Hemsley, J. (2013). Going Viral. Cambridge: Polity Press."},{"key":"255_CR78","unstructured":"Nielsen (2015). Word-of-mouth recommendations remain the most credible. http:\/\/www.nielsen.com\/id\/en\/press-room\/2015\/WORD-OF-MOUTH-RECOMMENDATIONS-REMAIN-THE-MOST-CREDIBLE.html . Accessed 03 Feb 2017."},{"issue":"6","key":"255_CR79","doi-asserted-by":"crossref","first-page":"24","DOI":"10.1509\/jm.10.0209","volume":"75","author":"I Nitzan","year":"2011","unstructured":"Nitzan, I., & Libai, B. (2011). Social effects on customer retention. Journal of Marketing, 75(6), 24\u201338.","journal-title":"Journal of Marketing"},{"issue":"3","key":"255_CR80","doi-asserted-by":"crossref","first-page":"1","DOI":"10.1509\/jm.11.0400","volume":"77","author":"G Oestreicher-Singer","year":"2013","unstructured":"Oestreicher-Singer, G., Libai, B., Sivan, L., Carmi, E., & Yassin, O. (2013). The network value of products. Journal of Marketing, 77(3), 1\u201314.","journal-title":"Journal of Marketing"},{"key":"255_CR81","volume-title":"The PageRank citation ranking: bringing order to the web","author":"L Page","year":"1999","unstructured":"Page, L., Brin, S., Motwani, R., & Winograd, T. (1999). The PageRank citation ranking: bringing order to the web. Stanford: Technical Report, Stanford InfoLab."},{"issue":"1\u20132","key":"255_CR82","doi-asserted-by":"crossref","first-page":"1","DOI":"10.1561\/1500000011","volume":"2","author":"B Pang","year":"2008","unstructured":"Pang, B., & Lee, L. (2008). Opinion mining and sentiment analysis. Foundations and Trends in Information Retrieval, 2(1\u20132), 1\u2013135.","journal-title":"Foundations and Trends in Information Retrieval"},{"issue":"3","key":"255_CR83","doi-asserted-by":"crossref","first-page":"45","DOI":"10.2753\/MIS0742-1222240302","volume":"24","author":"K Peffers","year":"2007","unstructured":"Peffers, K., Tuunanen, T., Rothenberger, M. A., & Chatterjee, S. (2007). A design science research methodology for information systems research. Journal of Management Information Systems, 24(3), 45\u201378.","journal-title":"Journal of Management Information Systems"},{"issue":"3","key":"255_CR84","doi-asserted-by":"crossref","first-page":"179","DOI":"10.1007\/s12599-013-0263-7","volume":"5","author":"F Probst","year":"2013","unstructured":"Probst, F., Grosswiele, L., & Pfleger, R. (2013). Who will lead and who will follow: identifying influential users in online social networks: a critical review and future research directions. Business & Information Systems Engineering, 5(3), 179\u2013193.","journal-title":"Business & Information Systems Engineering"},{"issue":"5","key":"255_CR85","doi-asserted-by":"crossref","first-page":"541","DOI":"10.1108\/JSM-01-2015-0013","volume":"30","author":"A Rossmann","year":"2016","unstructured":"Rossmann, A., Ranjan, K. R., & Sugathan, P. (2016). Drivers of user engagement in eWoM communication. Journal of Services Marketing, 30(5), 541\u2013553.","journal-title":"Journal of Services Marketing"},{"issue":"3","key":"255_CR86","doi-asserted-by":"crossref","first-page":"258","DOI":"10.1016\/j.jretconser.2014.02.007","volume":"21","author":"D Scarpi","year":"2014","unstructured":"Scarpi, D., Pizzi, G., & Visentin, M. (2014). Shopping for fun or shopping to buy: is it different online and offline? Journal of Retailing and Consumer Services, 21(3), 258\u2013267.","journal-title":"Journal of Retailing and Consumer Services"},{"issue":"1","key":"255_CR87","doi-asserted-by":"crossref","first-page":"46","DOI":"10.1509\/jmkg.75.1.46","volume":"75","author":"P Schmitt","year":"2011","unstructured":"Schmitt, P., Skiera, B., & Van den Bulte, C. (2011). Referral programs and customer value. Journal of Marketing, 75(1), 46\u201359.","journal-title":"Journal of Marketing"},{"key":"255_CR88","doi-asserted-by":"crossref","unstructured":"Singh, S. S., & Jain, D. C. (2013). Measuring customer lifetime value: models and analysis. INSEAD Working Paper(2013\/27\/MKT).","DOI":"10.2139\/ssrn.2214860"},{"issue":"3","key":"255_CR89","doi-asserted-by":"crossref","first-page":"245","DOI":"10.1108\/JRIM-08-2014-001","volume":"8","author":"MA Soares","year":"2014","unstructured":"Soares, M. A., & Pinho, C. J. (2014). Advertising in online social networks: the role of perceived enjoyment and social influence. Journal of Research in Interactive Marketing, 8(3), 245\u2013263.","journal-title":"Journal of Research in Interactive Marketing"},{"key":"255_CR90","unstructured":"Solomon, M. (2015). The year of the millennial customer: is your customer experience ready? http:\/\/www.forbes.com\/sites\/micahsolomon\/2015\/11\/14\/2016-is-the-year-of-the-millennial-customer-heres-how-to-be-ready\/#25e08a506e72 . Accessed 03 Feb 2017."},{"issue":"1","key":"255_CR91","doi-asserted-by":"crossref","first-page":"67","DOI":"10.1007\/s11002-013-9268-8","volume":"26","author":"C Tang","year":"2015","unstructured":"Tang, C., & Guo, L. (2015). Digging for gold with a simple tool: validating text mining in studying electronic word-of-mouth (eWOM) communication. Marketing Letters, 26(1), 67\u201380.","journal-title":"Marketing Letters"},{"key":"255_CR92","unstructured":"The CMO Survey. (2016). Driving toward the digital marketing organization. https:\/\/cmosurvey.org\/ . Accessed 03 Feb 2017."},{"issue":"4","key":"255_CR93","doi-asserted-by":"crossref","first-page":"643","DOI":"10.1509\/jmkr.47.4.643","volume":"47","author":"M Trusov","year":"2010","unstructured":"Trusov, M., Bodapati, A. V., & Bucklin, R. E. (2010). Determining influential users in Internet social networks. Journal of Marketing Research, 47(4), 643\u2013658.","journal-title":"Journal of Marketing Research"},{"key":"255_CR94","volume-title":"Social networks and marketing. Relevant knowledge series","author":"C Van den Bulte","year":"2007","unstructured":"Van den Bulte, C., & Wuyts, S. (2007). Social networks and marketing. Relevant knowledge series. Cambridge: Marketing Science Institute."},{"issue":"4","key":"255_CR95","doi-asserted-by":"crossref","first-page":"106","DOI":"10.1509\/jmkg.68.4.106.42728","volume":"68","author":"R Venkatesan","year":"2004","unstructured":"Venkatesan, R., & Kumar, V. (2004). A customer lifetime value framework for customer selection and resource allocation strategy. Journal of Marketing, 68(4), 106\u2013125.","journal-title":"Journal of Marketing"},{"issue":"1","key":"255_CR96","doi-asserted-by":"crossref","first-page":"1","DOI":"10.1016\/j.emj.2012.08.001","volume":"31","author":"PC Verhoef","year":"2013","unstructured":"Verhoef, P. C., & Lemon, K. N. (2013). Successful customer value management: key lessons and emerging trends. European Management Journal, 31(1), 1\u201315.","journal-title":"European Management Journal"},{"issue":"1","key":"255_CR97","doi-asserted-by":"crossref","first-page":"48","DOI":"10.1509\/jmkr.45.1.48","volume":"45","author":"J Villanueva","year":"2008","unstructured":"Villanueva, J., Yoo, S., & Hanssens, D. M. (2008). The impact of marketing-induced versus word-of-mouth customer acquisition on customer equity growth. Journal of Marketing Research, 45(1), 48\u201359.","journal-title":"Journal of Marketing Research"},{"issue":"2","key":"255_CR98","doi-asserted-by":"crossref","first-page":"89","DOI":"10.1007\/s12599-014-0315-7","volume":"6","author":"S Stieglitz von","year":"2014","unstructured":"von Stieglitz, S., Dang-Xuan, L., Bruns, A., & Neuberger, C. (2014). Social media analytics - an interdisciplinary approach and its implications for information systems. Business & Information Systems Engineering, 6(2), 89\u201396.","journal-title":"Business & Information Systems Engineering"},{"issue":"9","key":"255_CR99","doi-asserted-by":"crossref","first-page":"2286","DOI":"10.1109\/TPDS.2013.135","volume":"25","author":"G Wang","year":"2014","unstructured":"Wang, G., Jiang, W., Wu, J., & Xiong, Z. (2014). Fine-grained feature-based social influence evaluation in online social networks. IEEE Transactions on Parallel and Distributed Systems, 25(9), 2286\u20132296.","journal-title":"IEEE Transactions on Parallel and Distributed Systems"},{"issue":"2","key":"255_CR100","doi-asserted-by":"crossref","first-page":"233","DOI":"10.1007\/s11747-007-0037-1","volume":"35","author":"F v Wangenheim","year":"2007","unstructured":"Wangenheim, F. v., & Bay\u00f3n, T. (2007). The chain from customer satisfaction via word-of-mouth referrals to new customer acquisition. Journal of the Academy of Marketing Science, 35(2), 233\u2013249.","journal-title":"Journal of the Academy of Marketing Science"},{"key":"255_CR101","doi-asserted-by":"crossref","DOI":"10.1017\/CBO9780511815478","volume-title":"Social network analysis: Methods and Applications. Structural analysis in the social sciences","author":"S Wasserman","year":"1994","unstructured":"Wasserman, S., & Faust, K. (1994). Social network analysis: Methods and Applications. Structural analysis in the social sciences (Vol. 8). Cambridge: Cambridge University Press."},{"issue":"4","key":"255_CR102","doi-asserted-by":"crossref","first-page":"441","DOI":"10.1086\/518527","volume":"34","author":"DJ Watts","year":"2007","unstructured":"Watts, D. J., & Dodds, P. S. (2007). Influentials, networks, and public opinion formation. Journal of Consumer Research, 34(4), 441\u2013458.","journal-title":"Journal of Consumer Research"},{"issue":"4","key":"255_CR103","doi-asserted-by":"crossref","first-page":"328","DOI":"10.1057\/dddmp.2011.2","volume":"12","author":"BD Weinberg","year":"2011","unstructured":"Weinberg, B. D., & Berger, P. D. (2011). Connected customer lifetime value: the impact of social media. Journal of Direct, Data and Digital Marketing Practice, 12(4), 328\u2013344.","journal-title":"Journal of Direct, Data and Digital Marketing Practice"},{"key":"255_CR104","doi-asserted-by":"crossref","unstructured":"Wilson, C., Boe, B., Sala, A., Puttaswamy, K. P., & Zhao, B. Y. (2009, April). User interactions in social networks and their implications. In Proceedings of the 4th ACM European Conference on Computer Systems (pp. 205\u2013218). Nuremberg.","DOI":"10.1145\/1519065.1519089"},{"key":"255_CR105","unstructured":"WOMMA. (2014). The State of WOMM. https:\/\/womma.org\/the-state-of-womm-2014\/ . Accessed 03 Feb 2017."},{"key":"255_CR106","doi-asserted-by":"crossref","unstructured":"Zhang, Y., Zhou, J., & Cheng, J. (2011). Preference-based top-K influential nodes Mining in Social Networks. In Proceedings of the 2011 I.E. 10th International Conference on Trust, Security and Privacy in Computing and Communications (pp. 1512\u20131518). Changsha.","DOI":"10.1109\/TrustCom.2011.209"}],"container-title":["Electronic Markets"],"original-title":[],"language":"en","link":[{"URL":"http:\/\/link.springer.com\/article\/10.1007\/s12525-017-0255-4\/fulltext.html","content-type":"text\/html","content-version":"vor","intended-application":"text-mining"},{"URL":"http:\/\/link.springer.com\/content\/pdf\/10.1007\/s12525-017-0255-4.pdf","content-type":"application\/pdf","content-version":"vor","intended-application":"text-mining"},{"URL":"http:\/\/link.springer.com\/content\/pdf\/10.1007\/s12525-017-0255-4.pdf","content-type":"application\/pdf","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2025,6,17]],"date-time":"2025-06-17T23:59:01Z","timestamp":1750204741000},"score":1,"resource":{"primary":{"URL":"http:\/\/link.springer.com\/10.1007\/s12525-017-0255-4"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2017,4,25]]},"references-count":106,"journal-issue":{"issue":"4","published-print":{"date-parts":[[2017,11]]}},"alternative-id":["255"],"URL":"https:\/\/doi.org\/10.1007\/s12525-017-0255-4","relation":{},"ISSN":["1019-6781","1422-8890"],"issn-type":[{"type":"print","value":"1019-6781"},{"type":"electronic","value":"1422-8890"}],"subject":[],"published":{"date-parts":[[2017,4,25]]}}}