کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1017846 940318 2014 7 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
The role of lifetime activity cues in customer base analysis
ترجمه فارسی عنوان
نقش نشانه های فعالیت های طول عمر در تجزیه و تحلیل پایه مشتری
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری کسب و کار و مدیریت بین المللی
چکیده انگلیسی

This paper develops the notion of lifetime activity cues in customer base analysis. The authors first discuss the impact of lifetime indicators, such as customers' conceptual response to marketing activities, and then demonstrate how such lifetime cues can be embedded into the Pareto/NBD model. The authors theoretically analyze the implication of this additional behavioral indication on the model's predictions. In an illustrative example, they aim to establish an intuitive understanding of the effects of such information. Evidence from the cellular phone industry supports the relevance of this concept: The empirical study finds a substantial improvement in predictive accuracy in two independent holdout samples. The study concludes with a discussion of the managerial relevance of the proposed approach and opportunities for further research.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Business Research - Volume 67, Issue 5, May 2014, Pages 983–989
نویسندگان
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