The move towards a customer-centred approach to marketing, coupled with the increasing availability of customer transaction data, has led to an interest in understanding and estimating customer lifetime value (CLV). Several authors point out that, when evaluating customer profitability, profitable customers are rare compared to the unprofitable ones. In spite of this, most authors fail to recog...

Decision makers in business industries have seen the change from the old economy to a new economy. The old economy is goods-centred, transaction-based in nature, focused on customer attraction, and product-based thinking whereas the new economy is service-centred, subscription-based in its nature, focused on customer retention, and customer-based thinking. The firm of today has to evaluate its ...

for winning in global competition, companies need to recognition and monitoring of customer's behavior to forecast their behavior and desires earlier than competitors. this research tries to recognize the attributes which lead to customer churn. for this, behavior of 3150 subscribers of an iranian mobile operator, has observed during one year and trends of them has analyzed by a customized...

the rapid growing of information technology (it) motivates and makes competitive advantages in health care industry. nowadays, many hospitals try to build a successful customer relationship management (crm) to recognize target and potential patients, increase patient loyalty and satisfaction and finally maximize their profitability. many hospitals have large data warehouses containing customer ...

During the past decade, there have been a variety of significant developments in data mining techniques. Some of these developments are implemented in customized service to develop customer relationship. Customized service is actually crucial in retail markets. Marketing managers can develop long-term and pleasant relationships with customers if they can detect and predict changes in customer b...

Customer churn is a grave problem for all mobile operators. Early identification of customers from the risk group could help retain them in the operator's network. This paper introduces a set of potential churn factors on which data can be relatively easily extracted from the operator’s databases and analyzed using the SAS® Enterprise Guide®. A multi-stage research procedure utilizing such real...

At present situation, telecommunication department plays vital role in our day today human life. At the same time telecommunication area attains a rapid growth in very short period of years. Due to this fact, Telecom department is one of the senses deciding factor in world market. Because of this reason, this field turned out to be a most profitable area for investment. At the mean time competi...

Using the customer relationship management perspective to investigate customer behavior, this study differentiates between customers through customer segmentation, tracks customer shifts from segment to segment over time, discovers customer segment knowledge to build an individual transition path and a dominant transition path, and then predicts customer segment behavior patterns. By using real...