iValue: A Knowledge-based System for Estimating Customer Prospect Value
學年 100
學期 1
出版（發表）日期 2011-12-01
作品名稱 iValue: A Knowledge-based System for Estimating Customer Prospect Value
作品名稱（其他語言）
著者 Chang, Wei-Lun
單位 淡江大學企業管理學系
出版者 Amsterdam: Elsevier BV
著錄名稱、卷期、頁數 Knowledge-Based Systems 24(8), pp.1181-1186
摘要 In the past, companies changed their focus from product-oriented within marketing to demand-oriented within quality improvement. Today, they emphasize customer service, customer loyalty, and customer profitability. The significance of customer-centric services has become critical and essential. However, certain research which investigates the effect of customer lifetime value focuses only on lifetime values of existing customers. This study devises a novel model to predict customers’ prospect value. In the proposed model, we utilize the concept of finance which stands in the current status and predicts future value based on historical data. The simulated results reveal that, in a long-term simulation, customer prospect value rises when reach rate increases. Decreasing reach rate and costs result in high customer prospect value; however, the value of customer prospect value decreases in a long-term simulation. The new model complements the existing customer lifetime value model from a different perspective and provides clues to customer value for future researches.
關鍵字 Customer lifetime value;Customer prospect value;Knowledge-based systems;Customer value;Customer relationship management
語言 en
ISSN 0950-7051
期刊性質 國外
收錄於 SCI
產學合作
通訊作者 Chang, Wei-Lun
審稿制度 否
國別 NLD
公開徵稿
出版型式 ,電子版,紙本
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