Numeric decision support to find optimal balance between customer acquisition and retention spending
نویسندگان
چکیده
منابع مشابه
Product Development Decision Support System Customer-Based
Quality Function Deployment (QFD) has been traditionally used as a planning tool primarily for product development and quality improvement. In this context, many people have used QFD for making decisions on how to prioritize critical product areas from a customer perspective. However, it is the position of the author that the QFD process can be viewed as a decision support system that would enc...
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چکیده : این مطالعه تاثیر مدیریت دانش بر رضایتمندی مشتریان با توجه به خدمات الکترونیک در سازمان حمل و نقل و پایانه های استان سیستان و بلوچستان را مورد بررسی قرار می دهد. جامعه آماری این تحقیق مدیران، سرپرستان و کارشناسان مشغول به کار در سازمان حمل و نقل و پایانه های استان سیستان و بلوچستان بوده که مجموعا 94 نفر می باشند. برای تعیین حداقل نمونه از جدول مورگان استفاده شده است. که با توجه به جدول ...
Acquisition versus Retention: Competitive Customer Relationship Management
Customer relationship management suggests that sellers identify their most valuable customers and provide special products/services to them, either immediately in an effort to build a sense of commitment to the firm (an acquisition strategy) or just as they are thinking of leaving (a retention strategy). While a monopolist profits most from an acquisition CRM strategy, assuming costs are held c...
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In information technology era, databases are known asone of the most valuable resources for organizations, especially usedin database marketing. Customer Equity is a key concept in DatabaseMarketing which integrates customer acquisition, retention and development.From the perspective of customer equity, customers are theprimary source of both current and future cash-flows. Customer equitymodels...
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(1) Problem Definition: We provide guidelines on three fundamental decisions of customer relationship management (CRM) and capacity management for profit-maximizing service firms that serve heterogeneous repeat customers, whose acquisition, retention, and behavior depend on their service access quality to bottleneck capacity: How much to spend on customer acquisition, how much capacity to deplo...
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ژورنال
عنوان ژورنال: Journal of Targeting, Measurement and Analysis for Marketing
سال: 2008
ISSN: 1479-1862
DOI: 10.1057/jt.2008.15