Using Prospecting to Expand Your Customer Base

The New Physics of Customer Loyalty Manage Customer Migration Based on the Loyalty Profile of Your Customer Base

Web Services: An Emergent Opportunity for Customer Prospecting

One of the most difficult tasks for organizations is customer prospecting. This activity alone will often determine if a new venture will succeed or fail. It is also critical to the marketing activity of established firms. The effectiveness of the usual marketing techniques for prospecting and targeting customers methods as well as their limitations are discussed. In the light of this, the ques...

Customer-base analysis using repeated cross-sectional summary (RCSS) data

We address a critical question that many firms are facing today: Can customer data be stored and analyzed in an easy-to-manage and scalable manner without significantly compromising the inferences that can be made about the customers’ transaction activity? We address this question in the context of customer-base analysis. A number of researchers have developed customerbase analysis models that ...

Learning to expand queries using entities

A substantial fraction of web search queries contain references to entities, such as persons, organizations, and locations. Recently, methods that exploit named entities have been shown to be more effective for query expansion than traditional pseudo-relevance feedback methods. In this paper, we introduce a supervised learning approach that exploits named entities for query expansion, using Wik...

Being Responsive to Your Customer: Developing Customer Agility through Information Management

As e-commerce offers new channels for companies to reach consumers, it also brings about significant challenges to the ability to response to customer changing needs, which is named “customer agility”. Both practitioners and researchers consider information management as a source of customer agility. Drawing on the information management literature, this research program attempts to propose an ...