in today’s competitive market, for a business firm to win higher profit among its rivals, it is of necessity to evaluate, and rank its potential customer segments to improve its customer relationship management (crm). this brings the importance of having more efficient decision making methods considering the current fast growing information era. these decisions usually involve several criteria,...

In today’s competitive market, for a business firm to win higher profit among its rivals, it is of necessity to evaluate, and rank its potential customer segments to improve its Customer Relationship Management (CRM). This brings the importance of having more efficient decision making methods considering the current fast growing information era. These decisions usually involve several criteria,...

Business all around the world uses different approaches to know their customers, segment them and formulate suitable strategies for them. One of these approaches is calculating the value of each customer for the company. In this paper by calculating Customer Lifetime Value (CLV) for individual customers of an online toy store named Alakdolak, three customer segments are extracted. The level of ...

Using the customer relationship management perspective to investigate customer behavior, this study differentiates between customers through customer segmentation, tracks customer shifts from segment to segment over time, discovers customer segment knowledge to build an individual transition path and a dominant transition path, and then predicts customer segment behavior patterns. By using real...

Abstract Customer Lifetime Value (CLV) is known as an important concept in marketing and management of organizations to increase the captured profitability. Total value that a customer produces during his/her lifetime is named customer lifetime value. The generated value can be calculated through different methods. Each method considers different parameters. Due to the industry, firm, business...

Purpose This study presents the applicability of a model-based approach for loyalty program forecasting using smartphone app in digital strategy retail industry. Design/methodology/approach The authors develop dynamic model with cyclical structure customer segments through experience. They use time-series data on number members program, “Seven Mile Program” and confirm validity approximate calc...

Profitability analysis is a tool which enables the users to evaluate company’s performance. Customer profitability analysis idea is to figure out the customer service activities and cost drivers to determine the profitability of each customer or group of customers. The use of customer profitability analysis appears as a powerful tool to allow management to consider the cost and profit from a cu...

Telecommunications is the todays’ leading industry. Value Added Services (VAS) is considered as one of the most money making segments of Telecom services. The purpose of this paper is to allocate promotional marketing strategies to customer segments. Therefore, a four-phase practical framework is developed to prioritize marketing strategies based on Customer Lifetime Value (CLV). The first phas...

Investing in existing customers is widely accepted as a promising strategy because it is believed to be less costly than attracting new ones. Recent research by Reinartz et al. [39] provides indications, however, that it could also be profitable to simultaneously focus on a customer segment being more transaction-oriented. In this contribution – using the example of an e-tailer – we specificall...

business all around the world uses different approaches to know their customers, segment them and formulate suitable strategies for them. one of these approaches is calculating the value of each customer for the company. in this paper by calculating customer lifetime value (clv) for individual customers of an online toy store named alakdolak, three customer segments are extracted. the level of ...