International Journal of Information and Communication Technology Research
مجله بین المللی ارتباطات و فناوری اطلاعات
International Journal of Information and Communication Technology Research
Engineering & Technology
http://ijict.itrc.ac.ir
1
admin
2251-6107
2783-4425
doi
1652
25391
en
jalali
1396
6
1
gregorian
2017
9
1
9
3
online
1
fulltext
fa
A Stochastic Approach for Valuing Customers
فناوری اطلاعات
Information Technology
پژوهشي
Research
The present study attempts to develop a new model for computing customer lifetime value. The customer lifetime value defined in this paper is the combination of present value and future value. As an innovation the CLV modeling of this paper is based on customer behavior modeling, done by data mining techniques. By extracting the profit vector related to each type of customer behavior, calculation of present study was done, then by utilizing Markov chain model we predict future value and count customer lifetime value. A new churn model was contributed by authors to manage unprofitable CRM costs; utilizing this churn model, the proposed CLV model can cause more profitability for the enterprise. The new CLV model of this paper was validated by historical customer data of a composite manufacturing company.
customer, Markov chain model, data mining, future value, present value, customer behavior
59
66
http://ijict.itrc.ac.ir/browse.php?a_code=A-10-27-13&slc_lang=fa&sid=1
Mohammadjafar
Tarokh
100319475328460043
100319475328460043
Yes
Mahsa
EsmaeiliGookeh
100319475328460044
100319475328460044
No