Name
Abstract | ||
|---|---|---|
Aggressive marketing campaigns to attract new customers only covers customer churn, resulting in neither growth nor profitability. Retaining current customers, increasing their lifetime value, and reducing customer churn rates, thereby allowing greater efforts and resources to be dedicated to capturing new customers are the goals of a commercial director. But how can that loss be detected in time and avoided---or at least reduced? There is the 3A program to keep customers loyal, based on analyzed information from our customers, to construct an expert alarm agent and one-to-one retention actions. In this paper we show how to apply the Kalman filter and study how to configure it to predict the normal behavior of customers by projecting their consumption patterns into the future. Abnormal behavior detected by the Kalman filter triggers alarms that lead to commercial actions to avoid customer churn. |
Year | Venue | Keywords |
|---|---|---|
2007 | CCIA | normal behavior,new customer,kalman filters,commercial action,behavior alarms,abnormal behavior,commercial director,kalman filter,generate customer,aggressive marketing campaign,current customer,customer churn rate,customer churn,intelligent agents,customer behavior |
Field | DocType | Volume |
Customer intelligence,Customer retention,Intelligent agent,Customer lifetime value,Customer to customer,Computer science,Conversion marketing,Customer advocacy,Profitability index,Process management | Conference | 163 |
ISSN | Citations | PageRank |
0922-6389 | 1 | 0.37 |
References | Authors | |
2 | 5 | |
Name | Order | Citations | PageRank |
|---|---|---|---|
| Josep Lluis de la Rosa | 1 | 95 | 14.92 |
| Ricardo Mollet | 2 | 1 | 0.37 |
| Miquel Montaner | 3 | 205 | 23.60 |
| Daniel Ruiz | 4 | 1 | 0.37 |
| Victor Muòoz | 5 | 2 | 2.11 |