Template-Type: ReDIF-Paper 1.0
Author-Name: Verhoef, P.C.
Author-Name-Last: Verhoef
Author-Name-First: Peter
Author-Person: pve19
Author-Name: Donkers, A.C.D.
Author-Name-Last: Donkers
Author-Name-First: Bas
Author-Person: pdo14
Title: Predicting Customer Potential Value: an application in the insurance industry
Abstract: 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.
Creation-Date: 2001-01-10
File-URL: https://repub.eur.nl/pub/67/erimrs20010110120024.pdf
File-Format: application/pdf
Series: RePEc:ems:eureri
Number: ERS-2001-01-MKT
Classification-JEL: C44, M, M31
Keywords: customer potential, customer relationship management, insurance industry, marketing models
Handle: RePEc:ems:eureri:67