Customer Lifetime Value (CLV) is one of the most important measures of valuing the customers in private sector. CLV calculates customer contribution in the profits of organization. In this paper Citizen Lifetime Value (CzLV) is introduced to measure the financial value of citizens for the government. CzLV evaluates citizen contribution in cost reduction of the organization. This measure can be ...

Aggressive marketing campaigns to attract new customers only covers customer churn, resulting in neither growth nor profitability. Retaining current customers, increasing their lifetime value, and reducing customer churn rates, thereby allowing greater efforts and resources to be dedicated to capturing new customers are the goals of a commercial director. But how can that loss be detected in ti...

Adverse selection is an important problem for marketers. To reduce the chances of acquiring an unprofitable customer, companies may screen prospects who respond to a marketing offer. Prospects who respond are often not approved. At the same time, prospects who are likely to be approved are unlikely to respond to a given marketing offer. Using data from a firm’s customer relationship management ...

In presenting this dissertation as a partial fulfillment of the requirements for an advanced degree from Georgia State University, I agree that the Library of the University shall make it available for inspection and circulation in accordance with its regulations governing materials of this type. I agree that permission to quote from, to copy from, or publish this dissertation may be granted by...

During the past decade, the retail banking industry started to face a set of radically new challenges that had an overall negative impact on industry margin and profitability. In response to these challenges, more and more retail banks have focused on increasing the scale of their operations, which has led to a rising importance of mergers and acquisitions (M&A). From a Marketing perspective, M...

This research uses soft system methodology in exploring a real world problem in managing the performance of banks’ branches. In the first step, a rich picture is drawn based on the semistructured interviews with experienced personnel and managers of Iranian commercial banks. Extracting a rich picture about the problem situation and roots of the problem, and based on literature review and well-k...