Aggressive marketing campaigns to attract new customers only covers customer churn, resulting in neither growth nor profitability. Retaining current customers, increasing their lifetime value, and reducing customer churn rates, thereby allowing greater efforts and resources to be dedicated to capturing new customers are the goals of a commercial director. But how can that loss be detected in ti...

Adverse selection is an important problem for marketers. To reduce the chances of acquiring an unprofitable customer, companies may screen prospects who respond to a marketing offer. Prospects who respond are often not approved. At the same time, prospects who are likely to be approved are unlikely to respond to a given marketing offer. Using data from a firm’s customer relationship management ...

T past few years have seen increasing interest in taking the notion of customer lifetime value (CLV) and extending it to value a customer base (with subsequent links to corporate valuation). The application of standard textbook discussions of CLV leads to calculations based on a single retention rate. However, at the cohort level, retention rates typically increase over time. It has been sugges...

With the rapid development of IT technology and fierce competition of market, the customer relationship management(CRM) has gained its importance in the market. Companies have attached importance to acquiring and retaining the most profitable customers. So calculating customer’s value is a significant segment for every effective CRM. Many researches have been performed to calculate customer’s v...

Purpose The purpose of this study is to show that the use CAM (cognitive analytics management) methodology a valid tool describe new technology implementations for businesses. Design/methodology/approach Starting from dataset recipes, we were able consumers through variant RFM (recency, frequency and monetary value) model. It has been possible categorize customers into clusters measure their pr...

In this paper, we study sufficient conditions for existence and uniqueness of solutions of three point boundary vale problem for p-Laplacian fractional order differential equations. We use Schauder's fixed point theorem for existence of solutions and concavity of the operator for uniqueness of solution. We include some examples to show the applicability of our results.

This paper proposes a multichannel, multimedia communications framework based on the concept of Customer Lifetime Value. The framework begins with customer information from the company's database, segments the customers based on the value they provide to the company, and advocates sending targeted messages using differentiated modes of communication. The framework also closes the communication ...

This research uses soft system methodology in exploring a real world problem in managing the performance of banks’ branches. In the first step, a rich picture is drawn based on the semistructured interviews with experienced personnel and managers of Iranian commercial banks. Extracting a rich picture about the problem situation and roots of the problem, and based on literature review and well-k...

In the past decade, firms have paid increasing attention to customer value management (CVM). Through customer-centric management systems, firms aim to maximize customer value. In this article, we put forth six important lessons that firms can employ for successful CVM, integrating available research knowledge and best practices: (1) use CVM to improve business performance; (2) ensure that CVM i...