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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 retention, customer churn, and customer win back.
Statistical Methods in Customer Relationship Management:
- Provides an overview of a CRM system, introducing key concepts and metrics needed to understand and implement these models.
- Focuses on five CRM models: customer acquisition, customer retention, customer churn, and customer win back with supporting case studies.
- Explores each model in detail, from investigating the need for CRM models to looking at the future of the models.
- Presents models and concepts that span across the introductory, advanced, and specialist levels.
Academics and practitioners involved in the area of CRM as well as instructors of applied statistics and quantitative marketing courses will benefit from this book.
- Sales Rank: #1886463 in Books
- Brand: Brand: Wiley
- Published on: 2012-09-24
- Original language: English
- Number of items: 1
- Dimensions: 9.30" h x .80" w x 6.20" l, 1.10 pounds
- Binding: Hardcover
- 286 pages
- Used Book in Good Condition
Review
“Academics and practitioners involved in the area of CRM as well as instructors of applied statistics and quantitative marketing courses will benefit from this book.” (Zentralblatt MATH, 1 May 2013)
From the Back Cover
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 retention, customer churn, and customer win back.
Statistical Methods in Customer Relationship Management:
- Provides an overview of a CRM system, introducing key concepts and metrics needed to understand and implement these models.
- Focuses on five CRM models: customer acquisition, customer retention, customer churn, and customer win back with supporting case studies.
- Explores each model in detail, from investigating the need for CRM models to looking at the future of the models.
- Presents models and concepts that span across the introductory, advanced, and specialist levels.
Academics and practitioners involved in the area of CRM as well as instructors of applied statistics and quantitative marketing courses will benefit from this book.
Most helpful customer reviews
1 of 1 people found the following review helpful.
Five Stars
By Insu Park
A great textbook or reference book for the Stat methods in not only CRM but also Marketing Models. Appreciate, Dr. Kumar and Dr. Petersen.
3 of 3 people found the following review helpful.
The Ultimate Quantitative CRM Guide
By ServantofGod
Whilst most CRM books speak of ideologies and people factor, this book goes far above and beyond through well organised elaboration of very sophisticated statistical models, detailed SAS codes/procedures and solid real life cases etc with focus on acquisition and retention that even highly advanced practitioners would be satisfied. In short, recommended!
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