Der Customer Lifetime Value (CLV) hat sich als zentrale Größe zur Beurteilung und Gestaltung von Kundenbeziehungen etabliert. Während intuitiv verständlich ist, dass Verträge mit einem positiven Wertbeitrag stets angeboten werden, stellt sich die Frage, ob und wann sich auch der Abschluss von Verträgen mit einem negativen Wertbeitrag lohnt, um zukünftig profitable Geschäfte mit dem Kunden zu tä...

Due to competitive environment, companies want to create a durable relationship with their customers. Building effective customer relationship management, companies should estimate customer lifetime value (CLV). CLV is normally calculated in terms of recency, frequency and monetary (RFM) variables. Allocating resource to customers’ segments regarding to communication channel based on CLV can be...

The concept of customer lifetime value (CLV) is widely used by marketing practitioners and academics in making decisions about customer acquisition and retention spending. The traditional view of CLV, however, assumes that the firm has the unlimited capacity to serve all its acquired and retained customers. In this paper we consider a firm with limited capacity and determine the role that CLV p...

Companies’ managers are very enthusiastic to extract the hidden and valuable knowledge from their organization data. Data mining is a new and well-known technique, which can be implemented on customers data and discover the hidden knowledge and information from customers' behaviors. Organizations use data mining to improve their customer relationship management processes. In this paper R, F, an...

Today, increased level of customer awareness caused themto access to the other suppliers easily and they can get their servicesfrom the competitors with similar or even better quality and same price.Therefore, focusing on customers and preventing them to leave, has beenthe most important strategy for any company. Researches have shownthat retaining former customers is cheaper than attracting ne...