In this paper, we discuss the concept of risk in customer relationships and derive simple metrics that allow for a customer segmentation which focuses on the dynamics of the customer lifecycle. We propose that a customer's trend in revenues as well as her temporal inactivity over time adequately...

The main aim of the paper is to analyse whether a demand for reusable products in Slovenia exists and to identify customers' characteristics in terms of their gender, age, income, education and employment status. We used survey data to investigate what share of customers in Slovenia are buying...

Recent advances in intelligent pricing softwares have created numerous opportunities for retailers to turn customer information into additional profits through targeted pricing: charging different prices to different market segments directly or indirectly based on customer demographics. However,...

To stay relevant with the ever-changing customers, companies have to create value by perpetually evolving the relationship between their brand and customers. The enduring success from the world’s most well-known automotive brands such as BMW, Mercedes-Benz, and Harley-Davidson can be...

It is standard procedure to use short-term measures for designing customized marketing campaigns and evaluating their success. We consider the integration of customer lifetime value (CLV) thinking into the category selection problem for targeted coupons. This problem involves two primary...