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- Customer Behavior Modeling In Revenue Management And Auctions: A Review And New Research Opportunities
- Customer behavior modeling has been gaining increasing attention in the operations management community. It is vital to correctly modeling customer behavior, as a poor understanding of customer behavior can lead to suboptimal decisions with financial implications. This paper reviews current models of customer behavior in the revenue management and auction...
- White papers 2007-05-25
- The Dun & Bradstreet Corporation Q2 2009 Earnings Call Transcript
- Question-and-Answer Session Operator Operator Instructions Your first question comes from Michael Meltz – JP Morgan. Michael Meltz – JP Morgan I think I have three questions, I appreciate everything you said there during the prepared script, presumably the macro environment is better today than three months ago...
- Earnings calls 2009-07-31
- Top 10 Rude Things Customers Do
- Let's face it: sometimes customers are rude. Over the past week, readers have sent me numerous examples of egregious customer rudeness. Here are the top ten, along with my "best response" to the situation... Best, that is, if you still want to make a sale. I've also...
- Blog posts 2009-06-23
Additional Resources
- Servion to Market ClickFox's Customer Behavior Solution; Alliance Will Enhance Understanding of Customer Interactions Globally
- PRINCETON, N.J. -- Servion Global Solutions, a specialist in Customer Interaction Management CIM solutions, today announced its strategic alliance with ClickFox Inc., a pioneer in Customer Behavior Intelligence. The alliance will enable Servion to market, sell, and provide professional services for ClickFox's suite of customer behavior analytics tools. The...
- Research articles 2006-05-31
- Quadstone, a Leading Developer of Customer Behavior Management Software, Named in DM Review's 'Data Warehouse 100'
- BOSTON--BUSINESS WIRE--Jan. 5, 1999--Quadstone Limited, a leading developer of customer behavior management software, announced that the company has been named in the DM Review "Data Warehouse 100". This award recognizes Quadstone's leadership in the customer behavior analysis market and the high value customers assign to its flagship product, DecisionhouseTM. Decisionhouse...
- Research articles 2002-07-01
- Unisys and SAS Give KPN Greater Visibility into Customer Behavior; Unisys Messaging Intelligence — Powered by SAS, Provides a Foundation to Help KPN Lower Costs and Improve Customer Retention
- BARCELONA, Spain -- Unisys Corporation (NYSE:UIS) today announced at the 3GSM World Congress conference that KPN, the leading communications service provider in the Netherlands, is using Unisys Messaging Intelligence as part of a proof of concept program to demonstrate opportunities for improving visibility into customer behavior, for reducing marketing costs...
- Research articles 2006-02-14
- Strategic Customer Behavior, Commitment, And Supply Chain Performance
- This paper studies the impact of strategic customer behavior on supply chain performance. We start with a newsvendor seller facing forward-looking customers. The seller initially charges a regular price but may salvage the leftover inventory at a lower salvage price after random demand is realized. Customers anticipate future sales and...
- White papers 2006-08-01
- "Measurement vs. Analysis: Part 1 and 2: Why You Should Be Tracking Customer Behavior Online" by Yankee Group January 2008.
- M2 PRESSWIRE-9 January 2008-MindBranch: "Measurement vs. Analysis: Part 1 and 2: Why You Should Be Tracking Customer Behavior Online" by Yankee Group January 2008C1994-2008 M2 COMMUNICATIONS LTD RDATE:08012008 Companies of every size continue to struggle with what it means...
- Research articles 2008-01-09
- Linking Customer Behavior to E-Commerce Strategy
- Consumer behavior should be the principal determinant of corporate e-commerce strategy. Two factors seem critical in predicting behavior and determining an appropriate e-commerce strategy. These are: the duration of the relationship between buyer and seller and what is the scope of goods and services linking buyer and seller. Combining these...
- White papers 2000-12-06
- Yale School of Management Opens New Research Center To Advance Study of Customer Behavior
- NEW HAVEN, Conn. -- The Yale School of Management is opening a new research center devoted to the behavior of customers. The Yale Center for Customer Insights YCCI will bring together industry leaders and scholars from multiple disciplines to focus on joint research relevant to the marketplace.
- Research articles 2005-01-04
- Marketing Shouldn't Always Drive Customer Strategy
- Customer strategy lies - or should lie - at the heart of customer relationship management. Marketing is uniquely positioned with regard to developing customer strategy. It is often the area linked to all the elements needed to develop customer strategy. These include external market information, such as competitive intelligence, data...
- White papers
- Customer Insight & Marketing Accelerator Platform for the Payers & Health Plans Industry
- Accenture's end-to-end capability provides companies with an integrated view of the customer, powerful customer segmentation and predictive modelling, adaptive campaign management and intelligent customer interactions: Timely, accurate information is key to understanding customers and predicting customer behavior. Accenture's Customer Insight Data Management services help accelerate the creation of a dynamic...
- White papers
- Customer Satisfaction Surveys
- Customer satisfaction lies at the base of the success of any business. It not only leads to retention of the existing customers but also calls forth new customers. The survival and sustenance of companies in the market amidst heightened competition is possible only by being customer centric. This can be...
- White papers 2008-06-30
- Customer Acquisition And Retention: Using Customer Experience For Competitive Advantage
- Accenture High Performance Business research has shown that the ability to deliver a customer experience consistently aligned around customer needs and intentions has a significant impact on a company's ability to create customer loyalty. In turn, loyal customers have a demonstrable impact on the top line, by buying more or...
- White papers 2009-03-30
- The Customer-Focused Sales Process
- Most sales processes are vendor-focused. They define what the sales rep is supposed to do in order to move the sale process forward. (For an example of this see my previous post "Is Your Sales Process Obsolete?") As such, they try to shoehorn...
- Blog posts 2008-03-05
- The Customer Profitability Conundrum: When to Love ‘Em or Leave ‘Em
- The customer may always be right, according to the old adage. However, here is a not-so-old adage that is just as true: The customer may not always be profitable. That is why many companies these days are taking a hard look at their customers to determine which of them are...
- White papers 2002-10-04
- How BPM Benefits Customer Relationship Management
- Like a person with poor sight putting on glasses for the first time, that's the analogy some finance executives use to describe what happens when a company leverages its Business Performance Management BPM software to analyze data from its Customer Relationship Management CRM tool. Gone is the fuzziness that usually...
- White papers 2004-09-01
- Transform Your Stores: Enhance Customer Interactions With Advanced Selling Technologies
- Traditional in-store applications such as Point-Of-Sale POS, inventory management, and replenishment systems help ensure product availability and transaction efficiency, but retailers need to complement these investments with customer- and employee-facing advanced selling technologies. New technology, along with revamped processes, creates a closed-loop selling strategy that leverages customer and product insights...
- White papers 2005-06-01
- An E-Commerce Decision Support System Design For Web Customer Retention
- An advantage of E-commerce is the reduced cost in conducting transactions. However, a significant disadvantage is that many sales are lost that would not have been had the transaction been conducted person-to-person. The reasons for their early departure vary from poor quality of service, inability to find the desired product,...
- White papers
- Leveraging Customer Insight to Achieve High Performance
- Although most food retailers collect and track customer data, the majority of them are not effectively leveraging it. A global study conducted shows that although most food retailers understand the buying patterns and preferences of shoppers, they do not understand buyer values or why customers select what they do. Without...
- White papers 2004-11-15
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