Clients are the vital artery of every industry and business. Maintaining these customers is one of the most important tasks of any business, especially banks.  The  specific needs  of  customers and  the increasing compe- tition in the banking services market have led banks to create structures that can respond flexibly to these needs. Obviously, one of the important points is that moving to th...

Clients are the vital artery of every industry and business. Maintaining these customers is one of the most important tasks of any business, especially banks.  The  specific needs  of  customers and  the increasing compe- tition in the banking services market have led banks to create structures that can respond flexibly to these needs. Obviously, one of the important points is that moving to th...

In e-commerce, where competition is tough and customers’ preferences can change quickly, it is crucial for companies to segment customers and target marketing actions effectively. The process of segmentation and targeting is effective if the customers grouped into the same segment show the same behavior and reaction to marketing campaigns. However, the link between segmentation and targeting is...

The profit resulting from customer relationship is essential to ensure companies viability, so an improvement in customer retention is crucial for competitiveness. As such, companies have recognized the importance of customer centered strategies and consequently customer relationship management (CRM) is often at the core of their strategic plans. In this context, a priori knowledge about the ri...

Current product-oriented database search facilities are widely used on the Internet but recognized as limited in capability for intelligent sales support. The vision of intelligent knowledgeable virtual sales agents is to incorporate more knowledge about products, customers, and the sales process into an electronic shop. This chapter describes a knowledge-based technology called case-based reas...

Objectives Customer discovery (CD) is a method to determine if there are actual customers for a product/service and what they would want before actually developing the product/service. This concept, however, is rather new to health information technology (IT) systems. Therefore, the aim of this paper was to demonstrate how to use the CD method in developing a comprehensive health IT service for...

Within analytical customer relationship management (CRM), customer acquisition models suffer the most from a lack of data quality because the information of potential customers is mostly limited to socio-demographic and lifestyle variables obtained from external data vendors. Particularly in this situation, taking advantage of the spatial correlation between customers can improve the predictive...

Electronic government is attested to have the potential to shape public administrations to be more customer oriented. In order to be customer oriented, municipalities need knowledge about customer needs. Which municipalities explore customer needs and what do they change is investigated using data of a nationwide survey about e-government in Switzerland. Results show big differences in explorin...

This paper provides an overview of the main types of surveys carried out for customer satisfaction analysis according to the dimension of the firm and to the data collection method. Different errors can be generated by these methods, causing biases in the results. We focus on the self-selection error and we employ three methods to correct the bias associated to it. A simulation underlines the p...

W social influence plays a key role in the diffusion of new product, the value of a customer often goes beyond her own product purchase. We posit that a customer’s value (CV) comes not only from her purchase value (PV) but also from her influence value (IV) (i.e., CV = PV+ IV). Therefore, a customer’s value can be far greater than her purchase value if she exerts a considerable influence on oth...