This research presents the development of behavioral scoring models to predict future customer purchases in an online ordering application. Internet retailing lowers many barriers for customers switching between retailers for repeat purchases; thus, retaining existing customers is a key challenge for achieving profitability. Survey data were collected from 1,089 online customers of two companie...

IBM ProbE (for probabilistic estimation) is an extensible, embeddable, and scalable modeling engine, particularly well-suited for implementing segmentation-based modeling techniques, wherein data records are partitioned into segments and separate predictive models are developed for each segment. We describe the ProbE framework and discuss two key business solutions that have been built using Pr...

This article presents an approach to crosscultural studies of advertising audiovisual material that departs from the typical rigid marketing models. It favours a more qualitative inductive approach to corpuses in which audiovisual texts are not approached or compared through the use of standardised American tools. After reviewing the usual marketing tools, the article focuses on the steps resea...

Customer relationship management (CRM) aims to build relations with the most profitable clients by performing customer segmentation and designing appropriate marketing tools. In addition, customer profitability accounting (CPA) recommends evaluating the CRM program through the combination of partial measures in a global cost–benefit function. Several statistical techniques have been applied for...

In the last decades the use of regression-like preference models has found widespread application in marketing research. The Conjoint Analysis models have even more been used to analyze consumer preferences and simulate product positioning. The typical data structure of this kind of models can be enriched by the presence of supplementary information observed on respondents. We suppose that rela...

TWO recently developed probabilistic multidimensional models for analyzing pairwise choice data are introduced, discussed in terms of their differential properties, and extended in several ways. The first one, the wandering vector model, was originally suggested by Carroll [12] and extended by De Soete and Carroll [30]. The second model, called the wandering ideal point model, is a more recentl...

Pplications of random utility models to scanner data have been widely presented in marketing for the last 20 years. One particular problem with these applications is that they have ignored possible correlations between the independent variables in the deterministic component of utility (price, promotion, etc.) and the stochastic component or error term. In fact, marketing-mix variables, such as...

The recent marketing literature reflects a growing interest in structural models, stemming from: 1) the desire to test a variety of behavioral theories with market data, and 2) recent developments that facilitate estimation of and inference for these models. Whether one should always go through the effort of developing such tightly parameterized models with the associated computational burden o...