Predicting Customer Potential Value: an application in the insurance industry

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.

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Year of publication:	2001-01-10
Authors:	Verhoef, Peter ; Donkers, Bas
Institutions:	Erasmus Research Institute of Management (ERIM), Erasmus Universiteit Rotterdam
Subject:	customer potential \| customer relationship management \| insurance industry \| marketing models

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Extent:	application/pdf
Series:	ERIM Report Series Research in Management. - ISSN 1566-5283.
Type of publication:	Book / Working Paper
Notes:	The text is part of a series RePEc:ems:eureri Number ERS-2001-01-MKT
Classification:	C44 - Statistical Decision Theory; Operations Research ; M - Business Administration and Business Economics; Marketing; Accounting ; M31 - Marketing
Source:	RePEc - Research Papers in Economics

Persistent link: https://www.econbiz.de/10011067482