CUSTOMER LIFETIME VALUE (CLV) ANALYSIS FOR CUSTOMER SEGMENTATION AND PROFITABILITY MANAGEMENT: A CASE STUDY OF AN IRANIAN BANK

Q: How can I download an article?

To download an article from SID, first log in to the site, search for the article title, and click on the 'Download Article' option.

Q: How can I download an ISI article?

To download an ISI article on SID, enter the keyword or article title in the search bar, view the relevant results, click on the desired article, and select the 'Download Article' option.

Q: How can I access the SID database?

To access the SID database, visit SID.ir, create an account, and log in to access scientific resources.

Q: Is downloading articles from SID free?

Some articles on SID are available for free, while others require payment. Details are specified on the article's page.

SAFARI KAHREH MOHAMMAD; KHODADAD HOSSEINI SEYED HAMID; AZAR ADEL

مرکز اطلاعات علمی Scientific Information Database (SID) - Trusted Source for Research and Academic Resources

Journal Paper

Paper Information

Journal: Management Research in Iran Year:2015 | Volume:18 | Issue:4 Page(s): 87-110

Download Full-Text

Persian Verion

View:

2,297

Download:

Cites:

Information Journal Paper

Title

CUSTOMER LIFETIME VALUE (CLV) ANALYSIS FOR CUSTOMER SEGMENTATION AND PROFITABILITY MANAGEMENT: A CASE STUDY OF AN IRANIAN BANK

Author(s)

SAFARI KAHREH MOHAMMAD | KHODADAD HOSSEINI SEYED HAMID | AZAR ADEL | Issue Writer Certificate

Keywords

CUSTOMER LIFETIME VALUE (CLV)Q2

CUSTOMER RELATIONSHIP MANAGEMENTQ2

RELATIONSHIP MARKETINGQ2

CUSTOMER PROFITABILITY MANAGEMENTQ2

CUSTOMER SEGMENTATIONQ2

Abstract

The more a marketing paradigm evolves, the more long- term relationship with customers gains its importance. Nowadays, most of corporations and firms in the world, including manufacturers and servicers, increasingly gain their incomes and profits through constructing and maintaining long-term relationships with the customers. The move towards a customer- centered approach to marketing, coupled with the increasing availability of customer transaction data, has led to an interest in understanding and estimating customer lifetime value (CLV). Furthermore, as marketing endeavors to be more accountable, the need of tools and models for measuring and evaluating efforts and investments that accomplish in marketing extent, is felt. The purpose of this research is CLV analysis for CUSTOMER SEGMENTATION and profitability management. This dissertation we proposes a model for CLV measurement in banking industry. Our case study is one of the branches of Iranian Melli Bank. For this purpose, we selected savings (loan) accounts for 4 years, (from 2005 to 2008), in order to run our model. The study sample included 10,000 customers picked up among the accounts. After calculating the CLV of customers, we segmented the customers based on the calculated CLV. For CUSTOMER SEGMENTATION, we used Clustering technique. This conceptual model is a new approach in CUSTOMER SEGMENTATION context. More CUSTOMER PROFITABILITY MANAGEMENT based on segmented customer sections will be explained. Based on the models explained in this dissertation programs and methods will be proposed for each of introduced segments.

Cites

No record.

References

No record.

Cite

APA: Copy

SAFARI KAHREH, MOHAMMAD, KHODADAD HOSSEINI, SEYED HAMID, & AZAR, ADEL. (2015). CUSTOMER LIFETIME VALUE (CLV) ANALYSIS FOR CUSTOMER SEGMENTATION AND PROFITABILITY MANAGEMENT: A CASE STUDY OF AN IRANIAN BANK. MANAGEMENT RESEARCH IN IRAN (MODARES HUMAN SCIENCES), 18(4), 87-110. SID. https://sid.ir/paper/356483/en

Vancouver: Copy

SAFARI KAHREH MOHAMMAD, KHODADAD HOSSEINI SEYED HAMID, AZAR ADEL. CUSTOMER LIFETIME VALUE (CLV) ANALYSIS FOR CUSTOMER SEGMENTATION AND PROFITABILITY MANAGEMENT: A CASE STUDY OF AN IRANIAN BANK. MANAGEMENT RESEARCH IN IRAN (MODARES HUMAN SCIENCES)[Internet]. 2015;18(4):87-110. Available from: https://sid.ir/paper/356483/en

IEEE: Copy

MOHAMMAD SAFARI KAHREH, SEYED HAMID KHODADAD HOSSEINI, and ADEL AZAR, “CUSTOMER LIFETIME VALUE (CLV) ANALYSIS FOR CUSTOMER SEGMENTATION AND PROFITABILITY MANAGEMENT: A CASE STUDY OF AN IRANIAN BANK,” MANAGEMENT RESEARCH IN IRAN (MODARES HUMAN SCIENCES), vol. 18, no. 4, pp. 87–110, 2015, [Online]. Available: https://sid.ir/paper/356483/en

Related Journal Papers