A. Mesforoush; M.J. Tarokh
Volume 2, Issue 1 , February 2013, , Pages 30-44
Abstract
It is important to segment the most profitable customers of a company. Many CRM researchers have been performed to calculate customer profitability and develop a comprehensive model of it. This paper with the aid of data mining tools tries to customer segmentation based on kind of RFM. Customers are ...
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It is important to segment the most profitable customers of a company. Many CRM researchers have been performed to calculate customer profitability and develop a comprehensive model of it. This paper with the aid of data mining tools tries to customer segmentation based on kind of RFM. Customers are clustered using K-means and finally calculated CLV. This approach is essential for an SME to be able to provide a personalized service to each customer and to reach customer satisfaction.
S.K. Kamali; R. Zhilakzadeh Dezfouli; M. Mardi
Volume 1, Issue 1 , June 2012, , Pages 29-41
Abstract
CRM or customer relationship management is a continuous process consisting of creating and applying knowledge and market intelligence to establish and maintain the relationships with customers that have the most efficiency. The customer relationship management (CRM) software is an important application ...
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CRM or customer relationship management is a continuous process consisting of creating and applying knowledge and market intelligence to establish and maintain the relationships with customers that have the most efficiency. The customer relationship management (CRM) software is an important application in e-commerce. The concept of customer relationship management has come into the consideration in today's world. Nowadays, the organizations put their customers in the heart of all their activities, and their marketing and sales strategies are being revised based on this. On the other hand, it should be kept in mind that the most crucial concern of all today firms and enterprises can be recognized as how to communicate with the customers and the customer relationship management. Today's organizations consider themselves committed to provide the bests for their customers, and the goal of customer relationship management is to develop permanent and long-term dependencies between company and customers. Sometimes even the CRM is known as a customer-oriented strategy that deals with the most valuable assets of a business, which are the customers. Two important influencing factors on the performance of customer relationship management include the customer' profile and the customer participation.
