ログイン
言語:

WEKO3

  • トップ
  • ランキング
To
lat lon distance
To

Field does not validate



インデックスリンク

インデックスツリー

メールアドレスを入力してください。

WEKO

One fine body…

WEKO

One fine body…

アイテム

  1. 117 経済学研究科・経済学部
  2. 70 日本経済国際共同センター
  3. Discussion Paper F series (in English)
  1. 0 資料タイプ別
  2. 60 レポート類
  3. 061 ディスカッションペーパー

Customer Lifetime Value and RFM Data : Accounting Your Customers: One by One

http://hdl.handle.net/2261/25752
http://hdl.handle.net/2261/25752
cf44b0f6-e0d7-45a8-8090-c786e309ec47
Item type テクニカルレポート / Technical Report(1)
公開日 2013-05-31
タイトル
タイトル Customer Lifetime Value and RFM Data : Accounting Your Customers: One by One
言語
言語 eng
キーワード
主題Scheme Other
主題 CRM
キーワード
主題Scheme Other
主題 Acquisition
キーワード
主題Scheme Other
主題 hierarchical Bayes
キーワード
主題Scheme Other
主題 Pareto/NBD
キーワード
主題Scheme Other
主題 MCMC
資源タイプ
資源 http://purl.org/coar/resource_type/c_18gh
タイプ technical report
アクセス権
アクセス権 metadata only access
アクセス権URI http://purl.org/coar/access_right/c_14cb
著者 Abe, Makoto

× Abe, Makoto

WEKO 96831

Abe, Makoto

Search repository
著者所属
著者所属 University of Tokyo
抄録
内容記述タイプ Abstract
内容記述 A customer behavior model that permits the estimation of customer lifetime value (CLV) from standard RFM data in "non-contractual" setting is developed by extending the hierarchical Bayes (HB) framework of the Pareto/NBD model (Abe 2008). The model relates customer characteristics to frequency, dropout and spending behavior, which, in turn, is linked to CLV to provide useful insight into acquisition. The proposed model (1) relaxes the assumption of independently distributed parameters for frequency, dropout and spending processes across customers, (2) accommodates the inclusion of covariates through hierarchical modeling, (3) allows easy estimation of latent variables at the individual level, which could be useful for CRM, and (4) provides the correct measure of errors. Using FSP data from a department store and a CD chain, the HB model is shown to perform well on calibration and holdout samples both at the aggregate and disaggregate levels in comparison with the benchmark Pareto/NBD-based model. Several substantive issues are uncovered. First, both of our datasets exhibit correlation between frequency and spending parameters, violating the assumption of the existing Pareto/NBD-based CLV models. Direction of the correlation is found to be data dependent. Second, useful insight into acquisition is gained by decomposing the effect of change in covariates on CLV into three components: frequency, dropout and spending. The three components can exert influences in opposite directions, thereby canceling each other to produce less effect as the total on CLV. Third, not accounting for uncertainty in parameter estimate can cause large bias in measures, such as CLV and elasticity. Its ignorance can potentially have a serious consequence on managerial decision making.
内容記述
内容記述タイプ Other
内容記述 本文フィルはリンク先を参照のこと
書誌情報 Discussion paper series. CIRJE-F

巻 CIRJE-F-616, 発行日 2009-03
書誌レコードID
収録物識別子タイプ NCID
収録物識別子 AA11450569
フォーマット
内容記述タイプ Other
内容記述 application/pdf
日本十進分類法
主題Scheme NDC
主題 335
出版者
出版者 日本経済国際共同センター
出版者別名
Center for International Research on the Japanese Economy
関係URI
識別子タイプ URI
関連識別子 http://www.cirje.e.u-tokyo.ac.jp/research/dp/2009/2009cf616ab.html
戻る
0
views
See details
Views

Versions

Ver.1 2021-03-02 02:22:19.959848
Show All versions

Share

Mendeley Twitter Facebook Print Addthis

Cite as

エクスポート

OAI-PMH
  • OAI-PMH JPCOAR 2.0
  • OAI-PMH JPCOAR 1.0
  • OAI-PMH DublinCore
  • OAI-PMH DDI
Other Formats
  • JSON
  • BIBTEX

Confirm


Powered by WEKO3


Powered by WEKO3