Research Note: Customer Intimacy and Cross-Selling Strategy

A Business Intelligence Solution for Assessing Customer Interaction, Cross-Selling, and Customization in a Customer intimacy Context

The ability to capture customer needs and to tailor the provided solutions accordingly, also defined as customer intimacy, has become a significant success factor in the B2B space in particular for increasingly "servitizing" businesses. Providers aim at achieving competitive advantages, such as cross-selling and customization by leveraging customer relationships and customer knowledge. However,...

Increasing Customer Intimacy through Customer Relationship Management

Customer intimacy is a relationship between a company and its customer, where the company collects information to better understand and serve the customer. Many online companies want to establish this relationship, and if successfully formed, it is expected that customer loyalty will increase, resulting in increased revenue for the company. However, the desire of the company to collect intimate...

Optimal customer selection for cross-selling of financial services products

A new methodology, for optimal customer selection in cross-selling of financial services products, such as mortgage loans and non life insurance contracts, is presented. The optimal cross-sales selection of prospects is such that the expected profit is maximized, while at the same time the risk of suffering future losses is minimized. Expected profit maximization and mean-variance optimization ...

Identify Cross-Selling Opportunities Using Customer Growth Model

This report presents our solution to PAKDD 2007 Data Mining Competition, which details the steps to develop the customer growth model to identify cross-selling opportunities. This model is able to score the propensity of a credit card customer to take up a home loan with the finance company. We first describe the data preparation steps in detail. Then, the home loan customer growth model is pro...

Mining Association Rules from Customer Behaviors for Hotel Customer Cross-selling