We provide a fully personalized model for optimizing multiple marketing interventions in intermediate-term customer relationship management (CRM). We derive theoretically based propositions on the moderating effects of past customer behavior and conduct a longitudinal validation test to compare...

Nowadays, companies are investing in a well-considered CRM strategy. One of the cornerstones in CRM is customer churn prediction, where one tries to predict whether or not a customer will leave the company. This study focuses on how to better support marketing decision makers in identifying...

If customers’ data are a source of major value for companies, their collection is confronted with the growing concern of consumers about their privacy, particularly on the Internet. The American literature traditionally identifies three groups. The objective of this research is to propose a...

Consolidating the IT field of the company represents a target for most IT responsible, nowadays. At the same time, organizations expect their IT expenditure to increase in the next decade. This paper aims to underline the new generation of information technology and how to use them to make...

The aim of this paper refers to the potential connection between Business Intelligence (B.I.) solutions considered as an Intelligent Solution (I.S.) used in the modern marketing activities and Customer Relationship Management (CRM) solutions, „working together” on influencing the consumer...

The purpose of this study is to gain an understanding of the social customers' behavior by identifying the factors that influence their decision to participate in social customer relationship management (CRM) programs. A social behavioral model (SBM) was developed in this study. The construction...

To simulate the value generated by information and communication technologies, there is a need to design a suitable model. This article focuses on the little-used technology of ontologies, particularly Business Model Ontologies. Ontologies allow the representation of very abstract concepts, such...

Social networking systems are relatively new to society and clarification on certain aspects of the system can be obtained through further research. There are many positive aspects of social networks, such as Facebook, that organizations could benefit from including stronger customer...

This thesis investigates profiling and differentiating customers through the use of statistical data mining techniques. The business application of our work centres on examining individuals’ seldomly studied yet critical consumption behaviour over an extensive time period within the context of...