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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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