LEADER 02748nam 2200637 a 450 001 9910813542703321 005 20200520144314.0 010 $a1-283-64502-5 010 $a1-118-34921-0 010 $a1-118-34920-2 035 $a(CKB)2550000000108208 035 $a(EBL)974651 035 $a(SSID)ssj0000693461 035 $a(PQKBManifestationID)11942982 035 $a(PQKBTitleCode)TC0000693461 035 $a(PQKBWorkID)10650341 035 $a(PQKB)11506315 035 $a(Au-PeEL)EBL974651 035 $a(CaPaEBR)ebr10582626 035 $a(CaONFJC)MIL395752 035 $a(CaSebORM)9781118349199 035 $a(MiAaPQ)EBC974651 035 $a(OCoLC)809248236 035 $a(OCoLC)846907656 035 $a(OCoLC)ocn846907656 035 $a(EXLCZ)992550000000108208 100 $a20120405d2012 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aStatistical methods in customer relationship management /$fV. Kumar, J. Andrew Petersen 205 $a1st edition 210 $aHoboken, N.J. $cWiley$d2012 215 $a1 online resource (290 p.) 300 $aDescription based upon print version of record. 311 $a1-118-34919-9 311 $a1-119-99320-2 320 $aIncludes bibliographical references and index. 327 $aIntroduction -- CRM in action -- Customer acquisition -- Customer retention -- Balancing customer acquisition and customer retention -- Customer churn -- Customer win-back -- Implementing CRM models -- Future of CRM models. 330 $aStatistical 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 acquisitio 606 $aCustomer relations$xManagement 606 $aCustomer relations$xManagement$xStatistical methods 615 0$aCustomer relations$xManagement. 615 0$aCustomer relations$xManagement$xStatistical methods. 676 $a658.8/12015195 700 $aKumar$b V.$f1957-$049360 701 $aPetersen$b J. Andrew$01686927 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910813542703321 996 $aStatistical methods in customer relationship management$94060025 997 $aUNINA