This paper develops a decision support tool using an A2 method and data envelopment analysis (DEA) approach (A2-DEA). This new method is applied for the bank credit customer selection problem and credit scoring as a pilot survey at Export Development Bank of Iran. The proposed method has led to fewer calculations, faster and more accurate decision making, less complexity, and ability to ana...

This chapter introduces the methodology of particle swarm optimization algorithm usage as a tool for finding customer profiles based on a previously developed predictive model that predicts events like selection of some products or services with some probabilities. Particle swarm optimization algorithm is used as a tool that finds optimal values of input variables within developed predictive mo...

Class-imbalanced datasets are common in the field of mobile Internet industry. We tested three kinds of feature selection techniques-Random Forest (RF), Relative Weight (RW) and Standardized Regression Coefficients (SRC); three kinds of balance methods-over-sampling (OS), under-sampling (US) and synthetic minority over-sampling (SMOTE); a widely used classification method-RF. The combined model...

Executive Summary Customer Intelligence Management (CrIM) is a member of the intelligence management family, sharing a variety concerns and practices with business intelligence (BI) and competitive intelligence (CI). Its origins can be traced to practices of customer relationship management and marketing and advertising science. It is especially associated with Customer Relationship Management ...

The authors evaluate the usefulness of customer lifetime value (CLV) as a metric for customer selection and marketing resource allocation by developing a dynamic framework that enables managers to maintain or improve customer relationships proactively through marketing contacts across various channels and to maximize CLV simultaneously. The authors show that marketing contacts across various ch...

This study attempts to explore how a firm successfully exploits its accumulated technologies and product development capabilities in multiple relationships with more than a few customer firms within and beyond borders. “Closed” relationships with a few customer firms enhance the “exploration” of distinguished/novel product technologies and capabilities. Yet, growing customer/market diversity in...

This multiple-case study focuses on the practices and functions of customer reference marketing, and on the ways through which customer references can be deployed as marketing assets. The research is based on multiple-case-study methodology and the empirical findings were derived from an in-depth analysis of 38 semi-structured personal interviews with managers in four case companies operating i...

Vol. XLIV (November 2007), 579–594 579 © 2007, American Marketing Association ISSN: 0022-2437 (print), 1547-7193 (electronic) *Rajkumar Venkatesan is Associate Professor of Business Administration, Darden Graduate School of Business, University of Virginia, Charlottesville (e-mail: [email protected]). V. Kumar (VK) is ING Chair Professor in Marketing and Executive Director, ING Ce...