Article

Value Miner: A Data Mining Environment for the Calculation of the Customer Lifetime Value with Application to the Automotive Industry

Authors:

Katja Gelbrich,

Reza NakhaeizadehAuthors Info & Claims

ECML '00: Proceedings of the 11th European Conference on Machine Learning

Pages 154 - 161

Published: 31 May 2000 Publication History

Abstract

The acquisition of new accounts is a major task of marketers. It is often carried out rather unsystematically, though. However, by now, one has come to terms that customer acquisition is a matter of quality. An instrument to evaluate prospective accounts is the Customer Lifetime Value (CLV). This paper introduces a Data Mining environment for its calculation and demonstrates its applicability to marketing in the automotive industry. The Car Miner refers to the evaluation of prospects rather than of current customers. This and other restrictions will be discussed along with guidelines for future research.

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Cited By

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Zhang SYou XJin ZWu X(2009)Mining globally interesting patterns from multiple databases using kernel estimationExpert Systems with Applications: An International Journal10.1016/j.eswa.2009.01.03036:8(10863-10869)Online publication date: 1-Oct-2009
https://dl.acm.org/doi/10.1016/j.eswa.2009.01.030
Labbi ABerrospi C(2007)Optimizing marketing planning and budgeting using Markov decision processesIBM Journal of Research and Development10.1147/rd.513.042151:3(421-431)Online publication date: 1-May-2007
https://dl.acm.org/doi/10.1147/rd.513.0421
Richardson MDomingos PZaïane OGoebel RHand DKeim DNg R(2002)Mining knowledge-sharing sites for viral marketingProceedings of the eighth ACM SIGKDD international conference on Knowledge discovery and data mining10.1145/775047.775057(61-70)Online publication date: 23-Jul-2002
https://dl.acm.org/doi/10.1145/775047.775057
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Value Miner: A Data Mining Environment for the Calculation of the Customer Lifetime Value with Application to the Automotive Industry

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Published In

ECML '00: Proceedings of the 11th European Conference on Machine Learning

May 2000

452 pages

ISBN:3540676023

Publisher

Springer-Verlag

Berlin, Heidelberg

Publication History

Published: 31 May 2000

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Cited By

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Zhang SYou XJin ZWu X(2009)Mining globally interesting patterns from multiple databases using kernel estimationExpert Systems with Applications: An International Journal10.1016/j.eswa.2009.01.03036:8(10863-10869)Online publication date: 1-Oct-2009
https://dl.acm.org/doi/10.1016/j.eswa.2009.01.030
Labbi ABerrospi C(2007)Optimizing marketing planning and budgeting using Markov decision processesIBM Journal of Research and Development10.1147/rd.513.042151:3(421-431)Online publication date: 1-May-2007
https://dl.acm.org/doi/10.1147/rd.513.0421
Richardson MDomingos PZaïane OGoebel RHand DKeim DNg R(2002)Mining knowledge-sharing sites for viral marketingProceedings of the eighth ACM SIGKDD international conference on Knowledge discovery and data mining10.1145/775047.775057(61-70)Online publication date: 23-Jul-2002
https://dl.acm.org/doi/10.1145/775047.775057
Domingos PRichardson MLee DSchkolnick MProvost FSrikant R(2001)Mining the network value of customersProceedings of the seventh ACM SIGKDD international conference on Knowledge discovery and data mining10.1145/502512.502525(57-66)Online publication date: 26-Aug-2001
https://dl.acm.org/doi/10.1145/502512.502525

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