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A Three-Dimensional Customer Classification Model Based on Knowledge Discovery and Empirical Study

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Advances in Web and Network Technologies, and Information Management (APWeb 2007, WAIM 2007)

Part of the book series: Lecture Notes in Computer Science ((LNISA,volume 4537))

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Abstract

It is important for stockjobbers to carry out customer segmentation and find out the high-valued customers. This article focuses on the main factors that act on customer lifecycle value (CLV) and customer potential contribution value (CPV). At the basis of analyzing some key factors which the stockjobbers largely depend on from the classical CLV model, a three-dimensional customer classification and CPV estimate model is put forward. This model is convinced of feasible and reasonable by an empirical study with factual data from one stockjobber. It solves out the problem of looking for quantitative approach to estimating customer’s level of CPV.

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Kevin Chen-Chuan Chang Wei Wang Lei Chen Clarence A. Ellis Ching-Hsien Hsu Ah Chung Tsoi Haixun Wang

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© 2007 Springer-Verlag Berlin Heidelberg

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Lao, G., Zhang, Z. (2007). A Three-Dimensional Customer Classification Model Based on Knowledge Discovery and Empirical Study. In: Chang, K.CC., et al. Advances in Web and Network Technologies, and Information Management. APWeb WAIM 2007 2007. Lecture Notes in Computer Science, vol 4537. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-540-72909-9_55

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  • DOI: https://doi.org/10.1007/978-3-540-72909-9_55

  • Publisher Name: Springer, Berlin, Heidelberg

  • Print ISBN: 978-3-540-72908-2

  • Online ISBN: 978-3-540-72909-9

  • eBook Packages: Computer ScienceComputer Science (R0)

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