Customer segmentation is a prerequisite to all three phases of customer relationship management which consists of customer acquisition, customer retention and customer development. Input variables which are used in clustering techniques determine which phase of customer relationship management it is dealing with. As a result this paper aims at a review on the input variables used in customer se...

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...

The high increase in the number of companies competing in mature markets makes customer retention an important factor for any company to survive. Thus, many methodologies (e.g., data mining and statistics) have been proposed to analyse and study customer retention. The validity of such methods is not yet proved though. This paper tries to fill this gap by empirically comparing two techniques: C...

With a unbridled increase in international and domestic forms of business, Customer Relationship Management (CRM) has become one of the matters of concern to the enterprise and the entrepreneurs. CRM takes customer as the center and it enchants a new life to the organization system and optimizes its business process increasing its profitability. In order to help enterprises understand the “Prod...

The exponential growth in number of telecom providers and unceasing competition in the market has caused telecom operators to divert their focus more towards customer retention rather than customer acquisition. Hence it becomes extremely essential to identify the factors causing a customer to switch and take proactive actions in order to retain them. The paper aims to review existing literature...

Customer churn predictive modeling deals with predicting the probability of a customer defecting using historical, behavioral and socio-economical information. This tool is of great benefit to subscription based companies allowing them to maximize the results of retention campaigns. The problem of churn predictive modeling has been widely studied by the data mining and machine learning communit...

For the success of CRM, it is important to target the most profitable customers of a company. Many CRM researches have been performed to calculate customer profitability and develop a comprehensive model of it. Most of them, however, had some limitations and accordingly the customer segmentation based on the customer profitability model is still underutilized. This paper aims at providing an ea...

Considering the level of competition prevailing in Business-to-Consumer (B2C) E-Commerce domain and the huge investments required to attract new customers, firms are now giving more focus to reduce their customer churn rate. Churn rate is the ratio of customers who part away with the firm in a specific time period. One of the best mechanism to retain current customers is to identify any potenti...