Modeling churn using customer lifetime value
نویسندگان
چکیده
منابع مشابه
Modeling churn using customer lifetime value
Abstract The definition and modeling of customer loyalty have been central issues in customer relationship management since many years. Recent papers propose solutions to detect customers that are becoming less loyal, also called churners. The churner status is then defined as a function of the volume of commercial transactions. In the context of a Belgian retail financial service company, our ...
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Customer lifetime value (LTV) estimation involves two parts: the “survival” probabilities and profit margins. This article describes the estimation of those probabilities using discrete-time logistic hazard models and that of profit margins is based on linear regression. In the scenario when outliers are present among margins, we suggest applying robust regression with PROC ROBUSTREG.
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The definition and modeling of customer loyalty have been central issues in customer relationship management since many years. Recent papers propose solutions to detect customers that are becoming less loyal, also called churners. The churner status is then defined as a function of the volume of commercial transactions. In the context of a Belgian retail financial service company, our first con...
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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...
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ژورنال
عنوان ژورنال: European Journal of Operational Research
سال: 2009
ISSN: 0377-2217
DOI: 10.1016/j.ejor.2008.06.027