Customer acquisition and retention are two phases of an e-commerce life cycle. Switching costs and perceived risks affect both, but in different ways. This study examines these two well known, often contradicting variables in an integrated frame work and asks: Can perceived risks complement switching costs to give rises to new customer loyalty strategies for e-commerce enterprises? That is, do ...

Customer retention is the key issue in the organizations facing the problem of customer impatience. Firms are employing a number o f customer retention strategies to sustain their businesses. An impatient customer (due to reneging) may be convinced to stay in service system for his service by utilizing certain convincing mechanisms. Such customers are termed as retained customers. Queuing with ...

In today’s competitive scenario in corporate world, “Customer Retention” strategy in Customer Relationship Management (CRM) is an increasingly pressed issue. Data mining techniques play a vital role in better CRM. This paper attempts to bring a new perspective by focusing the issue of data mining applications, opportunities and challenges in CRM. It covers the topic such as customer retention, ...

Customer retention is specific to the context of each firm, and this is rarely recognized in models for customer retention. This paper studies how customer retention in hospitality business-to-business contract catering depends on the relationship substance built up due to interaction between the parties. Relationship substance may be of a more or less embedded kind, which is explored here in t...

Many academics and practitioners have reiterated the importance of online customer retention in order to ensure long-term profitability. For this reason, a number of studies have identified various means and ends of developing customer retention with a greater emphasis on creating customer loyalty. However, retaining customers, especially in Internet, is very difficult because of the low search...

purpose: this study wants to find any relationship between the numbers of purchase and the income the customer brings to the company. the attempt is to find those customers who buy more than one life insurance policy and represent the signs of good payments at the same time by the help of data mining tools. design/ methodology/ approach: the approach of this research is to use data mining tools...

INTRODUCTION The lifetime value of a customer is an important and useful concept in interactive marketing. Courtheaux (1986) illustrates its usefulness for a number of managerial problems—the most obvious if not the most important being the budgeting of marketing expenditures for customer acquisition. It can also be used to help allocate spending across media (mail vs. telephone vs. television)...