Index
accelerated failure time (AFT) model
acquisition discount
acquisition model
actual acquisition probability
AdaCost boosting
AMOS software
analytical methods
ARPRO (Acquisition, Retention, and PROfitability) model
artificial intelligence
average order size
defined
multivariate regression (OLS)
three-stage least squares estimation in
balancing acquisition. See also retention modeling
modeling framework
SAS code
SAS output
B2B firm
contractual basis
improving acquisition rate
B2C firm
CRM implementation at
improve repurchase rate
bias
binary dependent variable
binary variable
Blogs
CDF. See cumulative distribution function (CDF)
ceiling rate
censoring issues
CLV. See customer lifetime value (CLV)
content communities
contractual business
CRM implementation
at B2C firm
challenges
CLV management framework
fashion retailer
focal firm background
implementation
at IBM
background
implementing CLV management framework
cross-buying
determine odds ratio
effect of acquisition channels on
identifying drivers
implementation
logistic regression
cutoff value
probability function
results from
predicted vs. actual cross-buy
transaction behavior
variables for model
cross-sectional data
cumulative distribution function (CDF)
customer acquisition
drivers of
joint distribution of acquisition time and duration
mixing distribution for univariate function
models
issues addressed in
review
questionniire
Sarmanov family of multivariate distributions
defining density functions and bounded mixing functions ...
