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Titel:

Lifetime value prediction at early customer relationship stages

Dokumenttyp:
Zeitschriftenaufsatz
Autor(en):
v. Wangenheim, F.
Abstract:
Predicting a customer’s future behavior could provide many opportunities for a firm to manage its customer relationships. It could decide whether to concentrate on those customers who have a low predicted lifetime value or on those who are already high-value customers. It could establish direct channels and direct communication with customers who indicate a willingness to conduct more business with the firm. It could also determine what special offers cause a customer to use the firm’s service o...     »
Zeitschriftentitel:
Science Institute (MSI) Series 2006
Jahr:
2006
Heft / Issue:
1
Seitenangaben Beitrag:
S. 101–124
Format:
Text
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