The Resource Analytical CRM : Developing and Maintaining Profitable Customer Relationships in Non-Contractual Settings, by Markus Wübben, (electronic resource)

Analytical CRM : Developing and Maintaining Profitable Customer Relationships in Non-Contractual Settings, by Markus Wübben, (electronic resource)

Label
Analytical CRM : Developing and Maintaining Profitable Customer Relationships in Non-Contractual Settings
Title
Analytical CRM
Title remainder
Developing and Maintaining Profitable Customer Relationships in Non-Contractual Settings
Statement of responsibility
by Markus Wübben
Creator
Author
Author
Subject
Language
  • eng
  • eng
Summary
The ever-increasing amount of individual-level customer data generated by loyalty programs opens new perspectives for customer relationship management (CRM). Yet, recent analyses have shown that a huge fraction of CRM projects fail to deliver the good at the bottom line. One of the main reasons for this dilemma is that these data require advanced analytical processing to fully leverage their potential (“analytical CRM”). Research and practice are still in its early stages with respect to analytical CRM. Markus Wübben focuses on analytical CRM for developing and maintaining buyer-seller relationships in non-contractual settings, i.e. settings, in which buyer-seller relationships are not governed by a contract that predetermines the monetary value and/or length of the relationship. This is a common scenario for many businesses such as retailers, hotels, and airlines. Using empirical analyses on the basis of sound theoretical foundations, the author shows how customer relationships can be broadened, meaning how customers’ cross-buying behavior can be stimulated and how customers’ relationship length and depth, i.e. customers’ activity and purchase-levels, can be predicted. Finally, he derives implications for research and practice
Member of
http://library.link/vocab/creatorName
Wübben, Markus
Dewey number
658.812
Dissertation note
Dissertation, Technishce Universität München, 2008.
http://bibfra.me/vocab/relation/httpidlocgovvocabularyrelatorsaut
9f3AmyqiIW0
Language note
English
LC call number
HF5410-5417.5
Literary form
non fiction
Nature of contents
dictionaries
Series statement
Applied Marketing Science / Angewandte Marketingforschung,
http://library.link/vocab/subjectName
  • Marketing
  • Marketing
Label
Analytical CRM : Developing and Maintaining Profitable Customer Relationships in Non-Contractual Settings, by Markus Wübben, (electronic resource)
Instantiates
Publication
Note
Description based upon print version of record
Bibliography note
Includes bibliographical references
Carrier category
online resource
Carrier category code
cr
Content category
text
Content type code
txt
Contents
Fundamentals of Customer Relationship Management -- The Drivers of Cross-Buying Behavior in Non-Contractual Settings -- Stochastic Models for Predicting Customer Activity and Future Best Customers in Non-Contractual Settings -- Support Vector Machines for Predicting Customer Activity and Future Best Customers in Non-Contractual Settings -- Reflections on Developing and Maintaining Customer Relationships in Non-Contractual Settings -- Customer Relationship Management in the 21st Century
Dimensions
unknown
Edition
1st ed. 2009.
Extent
1 online resource (289 p.)
Form of item
online
Isbn
9783834981219
Media category
computer
Media type code
c
Other control number
10.1007/978-3-8349-8121-9
Specific material designation
remote
System control number
  • (CKB)1000000000714748
  • (EBL)752316
  • (OCoLC)828795361
  • (SSID)ssj0000644777
  • (PQKBManifestationID)11446637
  • (PQKBTitleCode)TC0000644777
  • (PQKBWorkID)10680282
  • (PQKB)10172373
  • (DE-He213)978-3-8349-8121-9
  • (MiAaPQ)EBC752316
  • (EXLCZ)991000000000714748
Label
Analytical CRM : Developing and Maintaining Profitable Customer Relationships in Non-Contractual Settings, by Markus Wübben, (electronic resource)
Publication
Note
Description based upon print version of record
Bibliography note
Includes bibliographical references
Carrier category
online resource
Carrier category code
cr
Content category
text
Content type code
txt
Contents
Fundamentals of Customer Relationship Management -- The Drivers of Cross-Buying Behavior in Non-Contractual Settings -- Stochastic Models for Predicting Customer Activity and Future Best Customers in Non-Contractual Settings -- Support Vector Machines for Predicting Customer Activity and Future Best Customers in Non-Contractual Settings -- Reflections on Developing and Maintaining Customer Relationships in Non-Contractual Settings -- Customer Relationship Management in the 21st Century
Dimensions
unknown
Edition
1st ed. 2009.
Extent
1 online resource (289 p.)
Form of item
online
Isbn
9783834981219
Media category
computer
Media type code
c
Other control number
10.1007/978-3-8349-8121-9
Specific material designation
remote
System control number
  • (CKB)1000000000714748
  • (EBL)752316
  • (OCoLC)828795361
  • (SSID)ssj0000644777
  • (PQKBManifestationID)11446637
  • (PQKBTitleCode)TC0000644777
  • (PQKBWorkID)10680282
  • (PQKB)10172373
  • (DE-He213)978-3-8349-8121-9
  • (MiAaPQ)EBC752316
  • (EXLCZ)991000000000714748

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