purpose: this study wants to find any relationship between the numbers of purchase and the income the customer brings to the company. the attempt is to find those customers who buy more than one life insurance policy and represent the signs of good payments at the same time by the help of data mining tools. design/ methodology/ approach: the approach of this research is to use data mining tools...

An unavoidable aspect of electronic commerce is the collection of personal information. Although personal information is paramount to improving services and designing personalized offerings, its collection and use also generates privacy concerns. This study analytically examines the optimal information collection and usage practices in the presence of privacy costs. We use an analytical model i...

I this paper, we develop a theoretical model to analyze the pricing strategies of competing retailers with asymmetric cross-selling capabilities when product demand changes. Our results suggest that retailers with better opportunities for cross-selling have higher incentives to adopt loss-leader pricing on high-demand products than retailers with low cross-selling capabilities. As a result, pri...

Cross-selling is an old and valuable technique used by salespeople to increase order size and to transform single-product buyers into multi-product ones. More recently, cross-selling has evolved into a strategy for customer relationship management. This article starts with a discussion of the benefits and pitfalls of cross-selling as a strategy for customer development within the context of CRM...

Here, we use a time change of the processes N7(·) and N5(·) to construct service completions with cross-selling candidates that are followed by actual cross-selling. These two processes are used if the threshold is non-negative. In this case, a service completion is followed by a cross-selling offer whenever the queue is equal to 0 or when it is greater than 0 but smaller than the threshold. We...

Cross-selling is becoming an increasingly prevalent practice in call centers, due, in part, to its unique capability to allow firms to dynamically segment their callers and customize their product offerings accordingly. This paper considers a call center with cross-selling capability that serves a pool of customers that are differentiated in terms of their revenue potential and delay sensitivit...

We highlight the implications of combining underwriting services and lending for the choice of underwriters and for competition in the underwriting business. We show that cross-selling can increase underwriters’ incentives, and we explain three phenomena: first, that cross-selling is important for universal banks to enter the investment banking business; second, that cross-selling is particular...

Abstract: The development of information technology has experienced a very rapid growth, especially the internet. Internet makes helpful contribution in business field. Fierce competition and growth make it easy for customers to switch other stores. Mitra Sejahtera not implemented service that easier buy goods easily still uses manually, sales report data is used general ledger so efficient do ...