A mathematical model for customer lifetime value based offer management

Name: A mathematical model for customer lifetime value based offer management
Author: Şahin, Ahmet, Can, Zehra, Albey, Erinç

İsim	A mathematical model for customer lifetime value based offer management
Yazar	Şahin, Ahmet, Can, Zehra, Albey, Erinç
Basım Tarihi:	2018
Basım Yeri	- Springer
Konu	Customer lifetime value, Offer management, RFM, Pareto/NBD, Logistic regression, Mobile subscribers, Prepaid subscribers, Telecommunication
Tür	Belge
Dil	İngilizce
Dijital	Evet
Yazma	Hayır
Kütüphane:	Özyeğin Üniversitesi
Demirbaş Numarası	978-331994808-9
Kayıt Numarası	392c36b5-44b7-4a5f-9442-742202e03cbd
Lokasyon	Industrial Engineering
Tarih	2018
Örnek Metin	Customers with prepaid lines possess higher attrition risk compared to postpaid customers, since prepaid customers do not sign long-term obligatory contracts and may churn anytime. For this reason, mobile operators have to offer engaging benefits to keep prepaid subscribers with the company. Since all such offers incur additional cost, mobile operators face an optimization problem while selecting the most suitable offers for customers at risk. In this study, an offer management framework targeting prepaid customers of a telecommunication company is developed. Proposed framework chooses the most suitable offer for each customer through a mathematical model, which utilizes customer lifetime value and churn risk. Lifetime values are estimated using logistic regression and Pareto/NBD models, and several variants of these models are used to predict churn risks using a large number of customer specific features.
Editör	Filipe, J., Quix, C., Bernardino, J.
DOI	10.1007/978-3-319-94809-6_2
Cilt	814

Kaynağa git Özyeğin Üniversitesi

Aramaya Dön

Özyeğin Üniversitesi

Kaynağa git

A mathematical model for customer lifetime value based offer management

Yazar Şahin, Ahmet, Can, Zehra, Albey, Erinç

Basım Tarihi 2018

Basım Yeri - Springer

Konu Customer lifetime value, Offer management, RFM, Pareto/NBD, Logistic regression, Mobile subscribers, Prepaid subscribers, Telecommunication

Tür Belge

Dil İngilizce

Dijital Evet

Yazma Hayır

Kütüphane Özyeğin Üniversitesi

Demirbaş Numarası 978-331994808-9

Kayıt Numarası 392c36b5-44b7-4a5f-9442-742202e03cbd

Lokasyon Industrial Engineering

Tarih 2018

Örnek Metin Customers with prepaid lines possess higher attrition risk compared to postpaid customers, since prepaid customers do not sign long-term obligatory contracts and may churn anytime. For this reason, mobile operators have to offer engaging benefits to keep prepaid subscribers with the company. Since all such offers incur additional cost, mobile operators face an optimization problem while selecting the most suitable offers for customers at risk. In this study, an offer management framework targeting prepaid customers of a telecommunication company is developed. Proposed framework chooses the most suitable offer for each customer through a mathematical model, which utilizes customer lifetime value and churn risk. Lifetime values are estimated using logistic regression and Pareto/NBD models, and several variants of these models are used to predict churn risks using a large number of customer specific features.

Editör Filipe, J., Quix, C., Bernardino, J.

DOI 10.1007/978-3-319-94809-6_2

Cilt 814