Personalized Discount - A Fuzzy Logic Approach

Nicolas Werro · Henrik Stormer · Andreas Meier

14 citations0/0 files storedKluwer Academic Publishers eBooks

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Customer churn and segmentation Customer Service Quality and Loyalty Consumer Market Behavior and Pricing

Abstract

A growing challenge for the companies in the e-business era is customer retention. In today’s global economy this task is getting, at the same time, more difficult and more important. In order to retain the potentially good customers and to improve their buying attitude this paper proposes to calculate personalized discounts. This calculus is based on a fuzzy classification which can derive the customers’ value for an enterprise. This approach allows the company to drive the customer equity which treats the customers according to their real value in order to maximize its profit.

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1993Fuzzy Set Theory and Its Applications 1980Latent connectives in human decision making 1991Fuzzy set theory- and its applications 2001Customer Equity: Building and Managing Relationships As Valuable Assets 2002Customer Equity: Building and Managing Relationships as Valuable Assets 2013Financial Services Marketing 2001Financial Services Marketing

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