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...

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 article considers the impact of relationship marketing in the casino gaming industry. It illustrates how ‘customer lifetime value’ (LTV)—the estimated profitability of a customer over the course of his or her entire relationship with a company—can be uniquely and successfully applied to improve casino profitability. Findings indicate that increasing customer retention rates for prime custo...

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...

Software-as-a-Service providers have been growing fast while the contemporary research literature has neglected analysis of their business-critical marketing and sales processes. In this paper we collect the key factors characterizing how to market and sell SaaS to business customers into an eight dimensional model. We also use an explorative multi-case study to observe six SaaS providers and v...

A retention strategy based on an enlightened lapse model is a powerful profitability lever for life insurer. Some machine learning models are excellent at predicting lapse, but from the insurer’s perspective, which policyholder likely to not enough design strategy. In our paper, we define management framework with appropriate validation metric Customer Lifetime Value and profitability. We inclu...

Clevudine (CLV) is a nucleoside analog with potent antiviral activity against chronic hepatitis B virus (HBV) infection. Viral resistance to CLV in patients receiving CLV therapy has not been reported. The aim of this study was to characterize CLV-resistant HBV in patients with viral breakthrough (BT) during long-term CLV therapy. The gene encoding HBV reverse transcriptase (RT) was analyzed fr...