In recent years, enriching traditional revenue management models by considering the customer choice behavior has been a main challenge for researchers. The terminology for the airline application is used as representative of the problem. A popular and an efficient model considering these behaviors is choice-based deterministic linear programming (CDLP). This model assumes that each customer bel...

In competitive markets, market segmentation is a critical point of business, and it can be used as a generic strategy. In each segment, strategies lead companies to their targets; thus, segment selection and the application of the appropriate strategies over time are very important to achieve successful business. This paper aims to model a strategy-aligned fuzzy approach to market segment ev...

Most marketers have difficulty in identifying the right customers to engage in successful campaigns. So far, customer segmentation is a popular method that is used for selecting appropriate customers for a launch campaign. Unfortunately, the link between customer segmentation and marketing campaign is missing. Another problem is that database marketers generally use different models to conduct ...

We model a supply chain consisting of a national brand manufacturer and an independent manufacturer, both of whom are potential suppliers of store brand to a single retailer. The retailer serves two customer segments – a quality sensitive segment (high type) and a price sensitive (low type) segment. The retailer serves these two segments by targeting the national and store brands to the quality...

n important aspect of customer relationship management is the targeting of customer segments with tailored promotional activities. While most contributions focus on the selection of promising customers for targeting, only few authors address the question of which specific differential offers to direct to the selected target groups.We focus on both issues and propose a flexible, two-stage approa...

Nowadays, marketing serves the purpose of maximizing customer lifetime value (CLV) and customer equity, which is the sum of the lifetime values of the company’s customers. But, CLV calculation encounters some difficulties which limit the usage of this technique. Nonetheless, companies looking for methods to know how to calculate their customers’ CLV. In this paper, fuzzy classification rules we...

Taking Lushan Hot Springs Recreational Area as an example, this research explores the relationship between hot springs hotels’ service quality, customer satisfaction, customer loyalty and lifestyle. Research outcomes indicate that hot springs hotel operators need to enhance customer satisfaction in order to improve customer loyalty directly or enhance service quality in order to improve custome...

We develop a dynamic model of dealer intermediation between a monopolistic customerdealer (B2C) market and a competitive inter-dealer (B2B) market. Dealers face inventory constraints and adverse selection. We characterize the optimal quote setting and inventory management behavior for both markets in closed form and reveal how price setting in one market segment influences quote behavior in the...

Vodafone, an International mobile telecommunications company, has accumulated vast amounts of data on consumer mobile phone behavior in a data warehouse. The magnitude of this data is so huge that manual analysis of data is not feasible. However, this data holds valuable information that can be applied for operational and strategical purposes. Therefore, in order to extract such information fro...