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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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
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