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Statistical methods in customer relationship management / [electronic resource]

by Kumar, V; Petersen, J. Andrew.
Material type: materialTypeLabelBookPublisher: Chichester, West Sussex, United Kingdom : Wiley, 2012Description: 1 online resource.ISBN: 9781118349199; 1118349199; 9781118349182; 1118349180; 9781118349205; 1118349202; 9781118349212; 1118349210; 1119993202; 9781119993209; 1283645025; 9781283645027; 6613957526; 9786613957528.Subject(s): Customer relations -- Management | Customer relations -- Management -- Statistical models | Customer relations -- Management | Customer relations -- Management -- Statistical models | BUSINESS & ECONOMICS -- Customer Relations | Customer relations / Management | Customer relations / Management / Statistical models | Electronic books | Electronic booksOnline resources: Wiley Online Library
Contents:
Introduction -- CRM in action -- Customer acquisition -- Customer retention -- Balancing customer acquisition and customer retention -- Customer churn -- Customer win-back -- Implementing CRM models -- Future of CRM models.
Summary: Statistical Methods in Customer Relationship Management focuses on the quantitative and modeling aspects of customer management strategies that lead to future firm profitability, with emphasis on developing an understanding of Customer Relationship Management (CRM) models as the guiding concept for profitable customer management. To understand and explore the functioning of CRM models, this book traces the management strategies throughout a customer's tenure with a firm. Furthermore, the book explores in detail CRM models for customer acquisition, customer retention, customer acquisition and r.
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Includes bibliographical references and index.

Introduction -- CRM in action -- Customer acquisition -- Customer retention -- Balancing customer acquisition and customer retention -- Customer churn -- Customer win-back -- Implementing CRM models -- Future of CRM models.

Statistical Methods in Customer Relationship Management focuses on the quantitative and modeling aspects of customer management strategies that lead to future firm profitability, with emphasis on developing an understanding of Customer Relationship Management (CRM) models as the guiding concept for profitable customer management. To understand and explore the functioning of CRM models, this book traces the management strategies throughout a customer's tenure with a firm. Furthermore, the book explores in detail CRM models for customer acquisition, customer retention, customer acquisition and r.

Print version record and CIP data provided by publisher.

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Last Updated on September 15, 2019
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