| Research | |
| Modeling churn and usage behavior in contractual settings |
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Date November 5, 2009 |
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Place Barcelona: Q-103/Madrid: room Villar Mir , Barcelona |
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Time 12:00 to 13:30 |
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Description The ability to retain existing customers is a major concern for many businesses. However retention is not the only dimension of interest; the revenue stream associated with each customer is another key factor influencing customer profitability. We propose a dynamic latent trait model in which usage and renewal behaviour are modeled simultaneously by assuming that both behaviors are driven by the same (individual-level) underlying process that evolves over time. We capture the dynamics in the under-lying latent variable (which we label\commitment") using a hidden Markov model, and then incorporate unobserved heterogeneity in the usage process. |
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Coordinator Professor Jorge González |
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Speaker Eva Ascarza (London Business School) |
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Organization División de Investigación |
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Contact Silvia Jiménez |
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