Cross-selling is an old and valuable technique used by salespeople to increase order size and to transform single-product buyers into multi-product ones. More recently, cross-selling has evolved into a strategy for customer relationship management. This article starts with a discussion of the benefits and pitfalls of cross-selling as a strategy for customer development within the context of CRM...

The analysis of customer behavior is used to maintain good relationship with customers. It maximizes the customer satisfaction. We can also improve customer loyalty and retention. The aim of this paper is to develop a very useful trend for launching products with configurations for customers of different gender based on past transactions. Based on the previous transactions of the customers, pre...

We study a model of firm price setting with customer markets and empirically evaluate its predictions. Our framework captures the dynamics of customers in response to a change in the price set by firms, describes the behavior of optimal prices in the presence of customer retention concerns, and delivers a general equilibrium model of price and customer dynamics. We exploit micro data on purchas...

Multichannel customer management is “the design, deployment, and evaluation of channels to enhance customer value through effective customer acquisition, retention, and development” (Neslin, Scott A., D. Grewal, R. Leghorn, V. Shankar, M. L. Teerling, J. S. Thomas, P. C. Verhoef (2006), Challenges and Opportunities in Multichannel Management. Journal of Service Research 9(2) 95–113). Channels t...

Retaining customers is becoming a measurement focus in an industry with increasing competition. The concept of customer retention has become research study the sales industry, because it difficult to retain and easily switch other brands. Customer repurchase decisions business world are very competitive. satisfaction directly proportional rate, if not satisfied then automatic rate will be low. ...

The Indonesian population is classified as a society that dependent on the internet. With an internet connection, it easier for people to communicate over long distances, find information easier, make access various services and entertainment, much more. Telkomsel currently cellular operator with most users in Indonesia. Many previous studies have discussed factors encourage consumers use Telko...