In this paper, we try to validate existing theory on and develop additional insight into repeat-purchase behavior in a direct marketing setting by means of an illuminating case study. The case involves the detection and qualification of the most relevant RFM (Recency, Frequency and Monetary)...

Traditionally, customer credit scoring aimed at distinguishing good payers from bad payers at the time of the loan application. However, the timing when customers become bad is also very interesting to investigate since it can provide the bank with the ability to compute the profitability over a...

Traditionally, credit scoring aimed at distinguishing good payers from bad payers at the time of the application. The timing when customers default is also interesting to investigate since it can provide the bank with the ability to do profit scoring. Analysing when customers default is...

he Basel II capital accord encourages financial institutions to develop rating systems for assessing the risk of default of their credit portfolios in order to better calculate the minimum regulatory capital needed to cover unexpected losses. In the internal ratings based approach, financial...

One of the key decisions financial institutions have to make as part of their daily operations is to decide whether or not to grant a loan to an applicant. With the emergence of large-scale data-storing facilities, huge amounts of data have been stored regarding the repayment behavior of past...

The definition and modeling of customer loyalty have been central issues in customer relationship management since many years. Recent papers propose solutions to detect customers that are becoming less loyal, also called churners. The churner status is then defined as a function of the volume of...

Valuing customers is a central issue for any commercial activity. The customer lifetime value (CLV) is the discounted value of the future profits that this customer yields to the company. In order to compute the CLV, one needs to predict the future number of transactions a customer will make and...

Credit Risk Management: Basic Concepts is the first book of a series of three with the objective of providing an overview of all aspects, steps, and issues that should be considered when undertaking credit risk management, including the Basel II Capital Accord, which all major banks must comply...

Start-ups are crucial in the modern economy as they provide dynamism and growth. Research on the performance of new ventures increasingly investigates initial resources as determinants of success. Initial resources are said to be important because they imprint the firm at start-up, limit its...

An important objective of data mining is the development of predictive models. Based on a number of observations, a model is constructed that allows the analysts to provide classifications or predictions for new observations. Currently, most research focuses on improving the accuracy or...