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ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK
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| Zeitschriftentitel: | Journal of Business Economics and Management |
|---|---|
| Personen und Körperschaften: | , , , |
| In: | Journal of Business Economics and Management, 17, 2016, 4, S. 580-597 |
| Format: | E-Article |
| Sprache: | Unbestimmt |
| veröffentlicht: |
Vilnius Gediminas Technical University
|
| Schlagwörter: |
| author_facet |
ESTRELLA-RAMÓN, Antonia SÁNCHEZ-PÉREZ, Manuel SWINNEN, Gilbert VANHOOF, Koen ESTRELLA-RAMÓN, Antonia SÁNCHEZ-PÉREZ, Manuel SWINNEN, Gilbert VANHOOF, Koen |
|---|---|
| author |
ESTRELLA-RAMÓN, Antonia SÁNCHEZ-PÉREZ, Manuel SWINNEN, Gilbert VANHOOF, Koen |
| spellingShingle |
ESTRELLA-RAMÓN, Antonia SÁNCHEZ-PÉREZ, Manuel SWINNEN, Gilbert VANHOOF, Koen Journal of Business Economics and Management ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK Economics and Econometrics Business, Management and Accounting (miscellaneous) |
| author_sort |
estrella-ramón, antonia |
| spelling |
ESTRELLA-RAMÓN, Antonia SÁNCHEZ-PÉREZ, Manuel SWINNEN, Gilbert VANHOOF, Koen 1611-1699 2029-4433 Vilnius Gediminas Technical University Economics and Econometrics Business, Management and Accounting (miscellaneous) http://dx.doi.org/10.3846/16111699.2014.970571 <jats:p>The main goal of this paper is the calculation of a multi-product model of Customer Potential Value using the Probit method. The results of this first analysis are used to perform an ex-post segmentation of customers, whose output can be employed to improve Customer Relationship Management strategies of the companies. Our research contributes to the consumer behaviour literature insofar as, according to our knowledge, no previous work has examined collectively the proposed drivers of Customer Potential Value in a multi-services retailer. To achieve these objectives, we use a panel data of a Spanish bank. The results allow us to confirm the influence of a set of behavioural variables on the ownership of different banking products and identify those customers whose value is higher and lower through the calculation of Customer Potential Value.</jats:p> ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK Journal of Business Economics and Management |
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| title |
ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK |
| title_unstemmed |
ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK |
| title_full |
ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK |
| title_fullStr |
ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK |
| title_full_unstemmed |
ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK |
| title_short |
ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK |
| title_sort |
estimating customer potential value using panel data of a spanish bank |
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Economics and Econometrics Business, Management and Accounting (miscellaneous) |
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http://dx.doi.org/10.3846/16111699.2014.970571 |
| publishDate |
2016 |
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580-597 |
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<jats:p>The main goal of this paper is the calculation of a multi-product model of Customer Potential Value using the Probit method. The results of this first analysis are used to perform an ex-post segmentation of customers, whose output can be employed to improve Customer Relationship Management strategies of the companies. Our research contributes to the consumer behaviour literature insofar as, according to our knowledge, no previous work has examined collectively the proposed drivers of Customer Potential Value in a multi-services retailer. To achieve these objectives, we use a panel data of a Spanish bank. The results allow us to confirm the influence of a set of behavioural variables on the ownership of different banking products and identify those customers whose value is higher and lower through the calculation of Customer Potential Value.</jats:p> |
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| author | ESTRELLA-RAMÓN, Antonia, SÁNCHEZ-PÉREZ, Manuel, SWINNEN, Gilbert, VANHOOF, Koen |
| author_facet | ESTRELLA-RAMÓN, Antonia, SÁNCHEZ-PÉREZ, Manuel, SWINNEN, Gilbert, VANHOOF, Koen, ESTRELLA-RAMÓN, Antonia, SÁNCHEZ-PÉREZ, Manuel, SWINNEN, Gilbert, VANHOOF, Koen |
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| description | <jats:p>The main goal of this paper is the calculation of a multi-product model of Customer Potential Value using the Probit method. The results of this first analysis are used to perform an ex-post segmentation of customers, whose output can be employed to improve Customer Relationship Management strategies of the companies. Our research contributes to the consumer behaviour literature insofar as, according to our knowledge, no previous work has examined collectively the proposed drivers of Customer Potential Value in a multi-services retailer. To achieve these objectives, we use a panel data of a Spanish bank. The results allow us to confirm the influence of a set of behavioural variables on the ownership of different banking products and identify those customers whose value is higher and lower through the calculation of Customer Potential Value.</jats:p> |
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| spelling | ESTRELLA-RAMÓN, Antonia SÁNCHEZ-PÉREZ, Manuel SWINNEN, Gilbert VANHOOF, Koen 1611-1699 2029-4433 Vilnius Gediminas Technical University Economics and Econometrics Business, Management and Accounting (miscellaneous) http://dx.doi.org/10.3846/16111699.2014.970571 <jats:p>The main goal of this paper is the calculation of a multi-product model of Customer Potential Value using the Probit method. The results of this first analysis are used to perform an ex-post segmentation of customers, whose output can be employed to improve Customer Relationship Management strategies of the companies. Our research contributes to the consumer behaviour literature insofar as, according to our knowledge, no previous work has examined collectively the proposed drivers of Customer Potential Value in a multi-services retailer. To achieve these objectives, we use a panel data of a Spanish bank. The results allow us to confirm the influence of a set of behavioural variables on the ownership of different banking products and identify those customers whose value is higher and lower through the calculation of Customer Potential Value.</jats:p> ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK Journal of Business Economics and Management |
| spellingShingle | ESTRELLA-RAMÓN, Antonia, SÁNCHEZ-PÉREZ, Manuel, SWINNEN, Gilbert, VANHOOF, Koen, Journal of Business Economics and Management, ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK, Economics and Econometrics, Business, Management and Accounting (miscellaneous) |
| title | ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK |
| title_full | ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK |
| title_fullStr | ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK |
| title_full_unstemmed | ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK |
| title_short | ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK |
| title_sort | estimating customer potential value using panel data of a spanish bank |
| title_unstemmed | ESTIMATING CUSTOMER POTENTIAL VALUE USING PANEL DATA OF A SPANISH BANK |
| topic | Economics and Econometrics, Business, Management and Accounting (miscellaneous) |
| url | http://dx.doi.org/10.3846/16111699.2014.970571 |