Kapitał klienta a wartość rynkowa na przykładzie bankowości detalicznej

The following article focuses on researching the dependencies between customer lifetime value CLV and the market valuations MV on the Polish banking sector. Many authors (P. Seybold, S. Gupta, D. Lehmann, R. Boulton, B. Liebert, S. Samek, R. Heiebeler, T. Kelly, Ch. Ketteman, P. Doyle) were claiming that there is a positive dependency between the value of future cash flows from the customer base of the company and its forecasted market valuation by the investors. Article’s main goal is to explain CLV methodology and to investigate correlations of this index with the financial results of Polish stock exchange banks. It also focuses on the methodologies and difficulties of appropriate estimation of the CLV. In this case two methods will be taken into account – first traditional measured on the Other Income and second hypothetically more accurate measured on Gross Income in the retail operating segment. Next the author will try characterize the customer equity calculated both for the Other Income CLV and the Gross Profit CLV on the Polish retail banking market, for the stock exchange banks. There is a lot of research confirming a positive correlation between the estimated value of future cash flows from the base of customers and the market value of the company. Finally a hypothesis of a high correlation between lifetime value of the customer base of the bank and its market value will be verified.