Survey data and Bayesian analysis: a cost-efficient way to estimate customer equity
| Autor: | Ari Rantanen, Juha Karvanen, Lasse Luoma |
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| Rok vydání: | 2013 |
| Předmět: |
J.1
FOS: Computer and information sciences Computer science media_common.quotation_subject Economics Econometrics and Finance (miscellaneous) G.3 Future value Customer relationship management Statistics - Applications Scarcity FOS: Economics and business Econometrics customer equity survey Applications (stat.AP) media_common Marketing business.industry 62N02 62-07 62F15 Customer lifetime value Competitor analysis Bayesian estimation Purchasing brand switching Customer equity Survey data collection customer lifetime value Quantitative Finance - General Finance business General Finance (q-fin.GN) |
| Popis: | We present a Bayesian framework for estimating the customer lifetime value (CLV) and the customer equity (CE) based on the purchasing behavior deducible from the market surveys on customer purchasing behavior. The proposed framework systematically addresses the challenges faced when the future value of customers is estimated based on survey data. The scarcity of the survey data and the sampling variance are countered by utilizing the prior information and quantifying the uncertainty of the CE and CLV estimates by posterior distributions. Furthermore, information on the purchase behavior of the customers of competitors available in the survey data is integrated to the framework. The introduced approach is directly applicable in the domains where a customer relationship can be thought to be monogamous. As an example on the use of the framework, we analyze a consumer survey on mobile phones carried out in Finland in February 2013. The survey data contains consumer given information on the current and previous brand of the phone and the times of the last two purchases. |
| Databáze: | OpenAIRE |
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