description of the nature in arab literature of jáhilyya (bedouin) was a salient aspect of its artistic and rhetorical manner. moreover after muslems dispersion in other occupied territories, description of the landscapes suited more to the taste of arabs. though she'b bawwan (the vale of bawwán) has remained unknown in history and literature of iran, it has been more well-known and memorable i...

Latent attrition models serve as the foundation for analyzing transactional customer relationships to derive forecasts of customer behavior and value. Yet, extant models often overlook the effects of direct marketing and how it is individually targeted. We propose a parsimonious model that allows for direct marketing to impact the frequency with which transactions occur, the monetary amount of ...

This study integrates memorable experience (MEM)into customer engagement (CE) by introducing two composites, namely, lifetime value and influence [CLV/CIV], as proxies for traditional revisit intention. Drawing upon CE theory the service–profit chain framework, our causal-predictive model of CLV CIV extends MEM literature identifying potential antecedents, employee service innovation. Based on ...

In customer relationship management (CRM), ad hoc rules are often employed to judge whether customers are active in a “non-contractual” setting. For example, a customer is considered to have dropped out if he or she has not made purchase for over three months. However, for customers with a long interpurchase time, this three-month time frame would not apply. Hence, when assessing customer attri...

B loyalty and the more modern topics of computing customer lifetime value and structuring loyalty programs remain the focal point for a remarkable number of research articles. At first, this research appears consistent with firm practices. However, close scrutiny reveals disaffirming evidence. Many current so-called loyalty programs appear unrelated to the cultivation of customer brand loyalty ...

Acquisition modeling for direct mail insurance has the unique challenge of targeting responsive customers while minimizing risk. In addition, factors such as the probability of a paid premium and customer profitability all effect the Lifetime Value of a prospect. This presentation will detail the steps to develop a Lifetime Value, which can used to optimize the selection of prospects. Topics co...

In this paper we focus on the analytics of implementing CLTV in SAS®. We describe the different analytics steps needed to implement the CLTV framework, appropriate SAS procedures and some pitfalls to avoid. We first layout the data requirements and analytics framework for putting together a CLTV measure, and then discuss the different components in greater details. Two key components of the mea...

The authors present a unified strategic framework that enables competing marketing strategy options to be traded off on the basis of projected financial return, which is operationalized as the change in a firm’s customer equity relative to the incremental expenditure necessary to produce the change. The change in the firm’s customer equity is the change in its current and future customers’ life...

Many companies have no reliable way to determine whether their marketing money has been spent effectively, and their return on investment is often not evaluated in a systematic manner. Thus, a compelling need exists for computational tools that help companies to optimize their marketing strategies. For this purpose, we have developed computational models of customer buying behavior in order to ...

This paper proposes a model for customer relationship management (CRM) using iThink , which incorporates the concept of system dynamics. The proposed CRMmodel consists of module 1: a customer purchasing behavior model, module 2: a Markov chain model, and module 3: a financial returns model. By considering the marketing activities and product attractiveness to the customer, the probability that ...