Journal of Basic and Applied Scientific Research, ( ISI ), Volume (3), No (7), Year (2013-12) , Pages (473-483)

Title : ( Classifying and Designing Customer's Strategy Pyramid by Customer LifeTime Value (CLV)(Case study: Shargh Cement Company) )

Authors: Hassan Danaee , Zahra Aghaee , Hamed Haghtalab , Mojtaba Poursalimi ,

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Abstract

One of the reasons that we address the issue of customer priorities, are limited of organizational resources.Limited resources lead an organization seeking to obtain the maximum value from the sale of goods and services taking into account its limitations. Expanding markets and increasing the diversity of goods and services provided to customers and increasing variety of customer demands and preferences, market segmentation and targeting key customers are the most profitable for the organization is important more than before. The measuring of customer lifetime value is one of devices for category that is taken in the customer relationship management and can guarantee the profit based on focusing beneficial customers, reducing the expenses and declning the marketing activities. Various models for measuring the lifetime value of customer ever designed. In this model, RFM, which consists of three main variables recently purchased R (number of days elapsed since the last purchase customers), the frequency of purchase of F (number of purchases customers) and financial value purchases, customer-M is used as well as the relative importance of the three variables mentioned (WR ,WF ,WM) as another value applied. AHP is used to determine the weights of importance of each indicators and models WRFM for classification and rank CLV customers is used.The ranking of every customer in the customer pyramid levels (platinum, gold, iron and leaden) where each layer of the pyramid, with four layer were divided into two sections, A, B so the pyramid was divided into eight levels. Each of these categories are defined according to parameters affecting and strategies related to the use of a resource has been developed by experts of the industry.

Keywords

, customer lifetime value (CLV), customer relationship management (CRM), customer priority, analytical hierarchy process (AHP), WRFM model
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@article{paperid:1049520,
author = {Hassan Danaee and Zahra Aghaee and Hamed Haghtalab and Poursalimi, Mojtaba},
title = {Classifying and Designing Customer's Strategy Pyramid by Customer LifeTime Value (CLV)(Case study: Shargh Cement Company)},
journal = {Journal of Basic and Applied Scientific Research},
year = {2013},
volume = {3},
number = {7},
month = {December},
issn = {2090-4304},
pages = {473--483},
numpages = {10},
keywords = {customer lifetime value (CLV); customer relationship management (CRM); customer priority; analytical hierarchy process (AHP); WRFM model},
}

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%0 Journal Article
%T Classifying and Designing Customer's Strategy Pyramid by Customer LifeTime Value (CLV)(Case study: Shargh Cement Company)
%A Hassan Danaee
%A Zahra Aghaee
%A Hamed Haghtalab
%A Poursalimi, Mojtaba
%J Journal of Basic and Applied Scientific Research
%@ 2090-4304
%D 2013

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