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A Stochastic Approach for Valuing Customers : A Case Study
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- 발행기관
- 보안공학연구지원센터(IJSEIA) 바로가기
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- 간행물
- International Journal of Software Engineering and Its Applications SCOPUS 바로가기
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- 통권
- Vol.10 No.3 (2016.03)바로가기
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- 페이지
- pp.67-82
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- 저자
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- 언어
- 영어(ENG)
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- URL
- https://www.earticle.net/Article/A270928
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원문정보
초록
- 영어
- The more competition among industry participants severe, the more companies try to retain their customers and acquire new customers from their competitors. To gain competitive advantage, many companies are adopting and deploying more refined and sophisticated Customer Relationship Management systems. In the marketing area, a personalized marketing paradigm has already been infiltrated into our lives. To support personalized marketing, it is necessary to identify an individual customer’s true value. Various researches on customer value have conducted under the name of Customer Lifetime Value (CLV), Customer Equity, Customer Profitability, and LifeTime Value. In this paper we present issues of calculating individual customer’s lifetime value to deploy more personalized CRM activities. We propose a new method to calculate individual customer’s lifetime value dynamically. The feasibility of the suggested model is illustrated through a case study of the wireless telecommunication industry in Korea. Data mining techniques are used to predict lifetime value of a customer. Marketing implications will be discussed based on the result of individual CLV.
목차
Abstract
1. Introduction
2. Related Works
3. A Dynamic Model for Measuring Customer Lifetime Value
3.1. Individual CLV Equation
3.2. Limiting Probability of CRD
4. A Case Study on a Wireless Telecommunication Company in Korea
4.1. Decision Variables of Individual CLV
4.2. Building the one-step transition matrix
4.3. One-step transition matrix of customer i
4.4. Reward Vector of Customer i
4.5. Lifetime Value of Customer i
4.6. Limiting Probability of Customer i
5. Marketing Implications
6. Conclusion & Further Research Directions
Acknowledgements
References
키워드
Customer lifetime value Customer relationship management Stochastic model Data mining저자
간행물 정보
발행기관
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- 발행기관명
- 보안공학연구지원센터(IJSEIA) [Science & Engineering Research Support Center, Republic of Korea(IJSEIA)]
- 설립연도
- 2006
- 분야
- 공학>컴퓨터학
- 소개
- 1. 보안공학에 대한 각종 조사 및 연구 2. 보안공학에 대한 응용기술 연구 및 발표 3. 보안공학에 관한 각종 학술 발표회 및 전시회 개최 4. 보안공학 기술의 상호 협조 및 정보교환 5. 보안공학에 관한 표준화 사업 및 규격의 제정 6. 보안공학에 관한 산학연 협동의 증진 7. 국제적 학술 교류 및 기술 협력 8. 보안공학에 관한 논문지 발간 9. 기타 본 회 목적 달성에 필요한 사업
간행물
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- 간행물명
- International Journal of Software Engineering and Its Applications
- 간기
- 월간
- pISSN
- 1738-9984
- 수록기간
- 2008~2016
- 등재여부
- SCOPUS
- 십진분류
- KDC 505 DDC 605
이 권호 내 다른 논문 / International Journal of Software Engineering and Its Applications Vol.10 No.3
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