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Profit Maximization Through Customer Relationship Marketing

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ACSI
advanced customer value management
Bivariate Residuals
Category=KJS
class
CLV Metric
Collaborative Filtering
Cross-sell Opportunities
Cross-selling Strategy
cross-selling techniques
Customer Centric Approaches
Customer Duration
Customer Lifetime
Customer Relationship Management
Customer Relationship Marketing
Customer Retention
customer retention modeling
customer segmentation strategies
David Bejou
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
High Time Cost
Inactive Covariate
latent
Latent Class
Latent Class Cluster Models
Latent Class Model
Latent Class Regression Models
Latent Markov Model
lifetime
Low Time Cost
loyalty
loyalty program analysis
marketing ROI optimization
Minimum BIC
model
resource allocation in marketing
retention
RFM
state
Switching Cost
university
value
virginia
Virginia State University

Product details

  • ISBN 9780789038029
  • Weight: 408g
  • Dimensions: 152 x 212mm
  • Publication Date: 14 Feb 2008
  • Publisher: Taylor & Francis Inc
  • Publication City/Country: US
  • Product Form: Hardback
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Description

Discover approaches to make customer relationship marketing more effective Profit Maximization Through Customer Relationship Marketing: Measurement, Prediction, and Implementation takes the various elements of customer centric marketing and brings them together using the latest research and case studies from various industries. Respected top researchers review and discuss research and concepts to provide practitioners, educators, and students with a deeper understanding of the wide range of issues relevant to customer centric marketing. This informative resource focuses on effective strategies and approaches to explain how companies can ensure that their marketing dollar achieves the highest return on investment (ROI). Customer centric approaches such as customer relationship marketing (CRM) aim to increase customer retention, acquisition, satisfaction, loyalty, differentiate customer value, develop customers via up-sell and cross-sell opportunities, and decrease costs. Profit Maximization Through Customer Relationship Marketing: Measurement, Prediction, and Implementation comprehensively explains how to make best use of customer information to better manage customer value and firm profitability. This valuable text also explains the importance of, as well as how to establish a reliable customer segmentation strategy. The book is extensively referenced and includes helpful figures, tables, and photographs to clearly illustrate concepts. Topics discussed in Profit Maximization Through Customer Relationship Marketing: Measurement, Prediction, and Implementation include:

  • the goals of customer centric approaches
  • various customer segmentation approaches
  • cross-selling as a strategy for customer relationship management
  • strategies to effectively use customer loyalty
  • the value and cultivation of customer satisfaction and customer retention
  • and more!

Profit Maximization Through Customer Relationship Marketing: Measurement, Prediction, and Implementation is an invaluable resource for practitioners, educators, and graduate students.
About
Lerzan Aksoy, Timothy L. Keiningham, David Bejou