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Statistical methods in customer relationship management / V. Kumar, J. Andrew Petersen.

By: Kumar, V, 1957-Contributor(s): Petersen, J. AndrewMaterial type: TextTextPublication details: Chichester, West Sussex, United Kingdom : Wiley, 2012. Description: 1 online resourceContent type: text Media type: computer Carrier type: online resourceISBN: 9781118349199; 1118349199; 9781118349182; 1118349180; 9781118349205; 1118349202; 9781118349212; 1118349210; 1119993202; 9781119993209; 1283645025; 9781283645027; 6613957526; 9786613957528Subject(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 modelsGenre/Form: Electronic books. | Electronic books.Additional physical formats: Print version:: Statistical methods in customer relationship management.DDC classification: 658.8/12015195 LOC classification: HF5415.5Online 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.

Print version record and CIP data provided by publisher.

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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