Acquisition and retention · Empirical customer-level profitability/churn modeling using transactional telecommunications data.
Developing retention strategies based on customer profitability in telecommunications: An empirical study
V. Kumar, Andy Petersen, Robert Leone (2005). Developing retention strategies based on customer profitability in telecommunications: An empirical study. Journal of Database Marketing & Customer Strategy Management. https://doi.org/10.1057/palgrave.dbm.3240259
Plain-English take
Retention targeting based jointly on churn likelihood and customer profitability can outperform indiscriminate retention spending.
How much weight to give this
2/5 Observational or survey evidence; interpret as association
The 1–5 evidence-check score is a practical reading aid, not a formal peer review or a probability that a conclusion is true. It combines design strength (2 points), sample reporting (1), comparison/control clarity (1), and how much of the paper could be checked (1). Access affects how confidently this directory can assess a study, not the study's underlying quality. Blinding is reported separately because it is not relevant to every design.
Empirical customer-level profitability/churn modeling using transactional telecommunications data.
Subscribers of a telecommunications provider, segmented by profitability and retention risk.
Comparison details need confirmation in the full paper.
Only the publisher page was checked; full-text methods are not established.
Double-blind? Blinding was not established from the publisher page; this is not evidence that blinding was or was not used.
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.
Reported result
What the study found
Retention targeting based jointly on churn likelihood and customer profitability can outperform indiscriminate retention spending.
This is a paraphrase of the source. Check the original paper for definitions, estimates, statistical uncertainty and analysis details.
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.
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.
Evidence access
Publisher article page; full-text availability varies and was not established in this review.
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.
If only an abstract or metadata was available, the profile is limited to claims supported there. A paper's paywall does not change its evidentiary status, but it limits what we can substantiate from accessible text.