Predicting Customer Potential Value : An Application in the Insurance Industry

For effective Customer Relationship Management (CRM), it is essential to have information on the potential value of customers. Based on the interplay between potential value and realized value, managers can devise customer specific strategies. In this article we introduce a model for predicting the potential value of a current customer. Furthermore, we discuss and apply different modeling strategies for predicting this potential value

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Year of publication:	2012
Authors:	Verhoef, Peter C. ; Donkers, Bas
Publisher:	[S.l.] : SSRN

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Extent:	1 Online-Ressource (43 p)
Series:	ERIM Report Series Reference ; No. ERS-2001-01-MKT
Type of publication:	Book / Working Paper
Language:	English
Notes:	Nach Informationen von SSRN wurde die ursprüngliche Fassung des Dokuments October 2001 1, erstellt
Classification:	M31 - Marketing ; C44 - Statistical Decision Theory; Operations Research
Source:	ECONIS - Online Catalogue of the ZBW

Persistent link: https://www.econbiz.de/10014092600