Retention · Empirical customer-level profitability/churn modeling using transactional telecommunications data.
Developing retention strategies based on customer profitability in telecommunications: An empirical study
Journal of Database Marketing & Customer Strategy Management · 2005
Summary
Retention targeting based jointly on churn likelihood and customer profitability can outperform indiscriminate retention spending.
For your marketing
Possible founder application
Use as a bounded example of developing retention strategies based on customer profitability in telecommunications: an empirical study; compare its context and design with your own market before applying its result.
Reported result
What the study found
Retention targeting based jointly on churn likelihood and customer profitability can outperform indiscriminate retention spending.
Research question
What the authors investigated
Developing retention strategies based on customer profitability in telecommunications: An empirical study?
Design
Empirical customer-level profitability/churn modeling using transactional telecommunications data.
Sample and setting
Subscribers of a telecommunications provider, segmented by profitability and retention risk.
Scope and transfer
Limitations to keep in view
The analysis is observational and provider-specific; predicted churn is not equivalent to experimentally established treatment response. The accessible publisher page was used for this listing; correction history was not independently checked.
Research sources
Crossref DOI record identifies a peer-reviewed Journal of Database Marketing & Customer Strategy Management empirical telecommunications study. Publisher page was directly retrieved; detailed full-text methods were not independently verified.