Predicting Customer Potential Value: an application in the insurance industry
2001-01-10
Research Paper
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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.
Keywords
Classifications using
Journal of Economic Literature (JEL) Classification System
- M : Business Administration and Business Economics; Marketing; Accounting
- C44 : Statistical Decision Theory; Operations Research
- M31 : Marketing
Automatically Extracted Terms
- customer
- value
- model
- insurance
- probit
- information
- segment
- marketing
- service
- purchase
- company
- segmentation
- multivariate probit model
- ownership
- management
- research
- probit model
- prediction
- result
- relationship
