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1 pxix Dr. V. Kumar (VK) is the ING chair professor of marketing and the executive director of the ING Center for Financial Services in the School of Business at the University of Connecticut. Dr. V. Kumar (VK) is the inaugural holder of the Richard and Susan Lenny Distinguished Chair Professor in Marketing, and the Executive Director of the Center for Excellence in Brand and Customer Management, in J. Mack Robinson College of Business at Georgia State University. Previously, Dr. Kumar was the ING chair professor of marketing and the executive director of the ING Center for Financial Services in the School of Business at the University of Connecticut. 9/4/2008
1 pxx Dr. Kumar can be reached by email (vk@business.uconn.edu). Dr. Kumar can be reached by email at (dr_vk@hotmail.com). 9/4/2008
1 p34 Based on the PCV scores, ABC Sportswear decides that Customer 1 has the greater potential for profitability because the PCV score for Customer 1 ($180) is higher than for Customer 2 ($117). Based on the PCV scores, ABC Sportswear decides that Customer 1 has the greater potential for profitability because the PCV score for Customer 1 ($196) is higher than for Customer 2 ($180). 9/4/2008
1 p35 Table 3.7  PCV of the Customers
Past Customer Value (PCV)
Customer 1 $180
Customer 2 $117
Table 3.7  PCV of the Customers
Past Customer Value (PCV), as of June
Customer 1 $196
Customer 2 $180

(For computational details, please refer to www.drvkumar.com/mcp)
9/4/2008
1 p42 Equation 3.6 wrong 1.125 should be 1.0125 all 3 times and total is $712
fixed 9/4/2008
1 p47 Equation 3.11 wrong 1.125 should be 1.0125 all 3 times and total is $85
fixed 9/4/2008
1 p47 Table 3.10  NPV of EGC of the Customers
NPV of the EGC
Customer 1 $21.60
Customer 2 $25.40
Table 3.10  NPV of EGC of the Customers
NPV of the EGC
Customer 1 $85
Customer 2 $99
9/4/2008
1 p210 Figure 12.2 add to footnote: Printed with permission from the Harvard Business School Publishing. fixed 11/3/2008
1 p210 Figure 12.2 add to footnote: Printed with permission from the Harvard Business School Publishing. fixed 11/3/2008
1 p213 Figure 12.3 add to footnote: Printed with permission from the American Marketing Association. fixed 11/3/2008
1 p214 Figure 12.4 add to footnote: Printed with permission from the American Marketing Association. fixed 11/3/2008
1 p217 Figure 12.4 add to footnote: Printed with permission from the American Marketing Association. fixed 11/3/2008
1 p218 Figure 12.4 add to footnote: Printed with permission from the American Marketing Association. fixed 11/3/2008
1 p258 Figure 14.1 add to footnote: Printed with permission from the American Marketing Association. fixed 11/3/2008