A holistic view of the customer is a desirable resource in many organizations today. The findings from a recent DMG Consulting study confirm this reality—possessing integrated customer information is a critical success factor in 11 of the 12 business challenges facing organizations (Kharbanda & Dasgupta, 2001). To achieve a single customer view in today’s marketplace often characterized by incr...

The marketing literature has long acknowledged the importance of a customer’s lifetime value in customer relationship management. More recently, researchers have turned their attention to the links between satisfaction and both customer acquisition and retention strategies. In this paper, we study how to best communicate with a database of customers, taking into account that customers are able ...

This chapter deals with how to use data mining technology to find interesting pattern, which can be organized for global customer retention. Customer relationship management (CRM) comprises a set of processes and enabling systems supporting a business strategy to build long term, profitable relationships with specific customers. Customer data and information technology (IT) tools shape into the...

We describe a paradigm for content-focused matchmaking, based on a recently proposed model for constraint acquisition-and-satisfaction. Matchmaking agents are conceived as constraint-based solvers that interact with other, possibly human, agents (Customers). The Matchmaker provides potential solutions ("suggestions") based on partial knowledge, while gaining further information about the proble...

In this paper, we address the problem of identifying relevant product aspects in a collection of online customer reviews. Being able to detect such aspects represents an important subtask of aspect-based review mining systems, which aim at automatically generating structured summaries of customer opinions. We cast the task as a terminology extraction problem and examine the utility of varying t...

In the past decade, firms have paid increasing attention to customer value management (CVM). Through customer-centric management systems, firms aim to maximize customer value. In this article, we put forth six important lessons that firms can employ for successful CVM, integrating available research knowledge and best practices: (1) use CVM to improve business performance; (2) ensure that CVM i...

This paper examines the drivers of adoption of Internet banking and the linkages among adoption drivers and outcomes (product acquisition, service activity, profitability, loyalty). We relate Internet banking adoption to customer demand for banking services, the availability of alternative channels, customers' efficiency in service coproduction (“customer efficiency”), and local Internet bankin...