Jonathan Burez

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0957-4174/$ see front matter 2008 Elsevier Ltd. A doi:10.1016/j.eswa.2008.05.027 * Corresponding author. Tel.: +32 9 264 89 80; fax: E-mail address: dirk.vandenpoel@UGent.be (D. Va URL: http://www.crm.UGent.be (D. Van den Poel). Customer churn is often a rare event in service industries, but of great interest and great value. Until recently, however, class(More)
The early detection of potential churners enables companies to target these customers using specific retention actions, and subsequently increase profits. This analytical CRM (Customer Relationship Management) approach is illustrated using real-life data of a European pay-TV company. Their very high churn rate has had a devastating effect on their customer(More)
In subscription services, customers who leave the company can be divided into two groups: customers who do not renew their fixed-term contract at the end of that contract, and others who just stop paying during their contract to which they are legally bound. Those two separate processes are often modeled together in a so-called churnprediction model, but(More)
In order to continue life-sustaining competitive advantage, many organizations focus on maximizing the marketing relationship with their customer lifetime value and customer churn management. In fact, more organizations are realizing that their most valuable resource is their current customer base. In the present study are to go through a database collected(More)
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