The paper outlines a framework for autonomous control of a CRM (customer relationship management) system. First, it explores how a modified version of the widely accepted Recency-Frequency-Monetary Value system of metrics can be used to define the state space of clients or donors. Second, it describes a procedure to determine the optimal direct marketing action in discrete and continuous action...

Customer lifetime value (CLV) measurement is challenging as it requires forecasting customers' future purchases. Existing stochastic CLV models for this purpose generally make the following assumptions: 1) purchase behavior of customers can be described by purchase frequency and the average monetary value of transactions, 2) customers keep the same purchase behavior pattern over time, 3) purcha...

Purpose This study examines factors that affect customer lifetime value (CLV) in fast-food restaurants (FFRs) Jordan. These are relational benefits, brand experiences, service quality (SQ), satisfaction, trust and commitment. Design/methodology/approach An online survey was collected from a sample of 503 respondents. The authors used SPSS to test the constructs' relationships analyse data. Smar...

Purpose The main objective of this paper is to investigate the factors affecting customer lifetime value (CLV) for Internet service providers in Jordan, namely, technical quality, functional brand credibility, confidence benefits, special treatment satisfaction and commitment. Design/methodology/approach An online survey was conducted involving a sample 481 respondents. SPSS used analyse data t...

Purpose The purpose of this study is to show that the use CAM (cognitive analytics management) methodology a valid tool describe new technology implementations for businesses. Design/methodology/approach Starting from dataset recipes, we were able consumers through variant RFM (recency, frequency and monetary value) model. It has been possible categorize customers into clusters measure their pr...

The key points in customer segmentation are determining target groups and satisfying their needs. Recency-Frequency-Monetary (RFM) analysis K-Means clustering algorithm the popular methods for when analyzing behavior. In our study, we adapt K-means to RFM model by extracting features that represent aspects of home appliances. Customers with similar RFM-oriented assigned same clusters, while cus...

Online purchasing has developed rapidly in recent years due to its efficiency, convenience, low cost, and product variety. This increased the number of online multi-category e-commerce retailers that sell a variety categories. Due growth players, each company needs optimize own business strategy order compete. Customer lifetime value (CLV) is common metric usually consider for competition becau...