Mohammad Taghi Taghavifard
Abstract
Nowadays, customers are the most important sources of income for financial institutions and banks. According to the privatization process in the country and financial restrictions of banks, it is necessary to maintain and attract more profitable customers. Though, one of the most important methods to ...
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Nowadays, customers are the most important sources of income for financial institutions and banks. According to the privatization process in the country and financial restrictions of banks, it is necessary to maintain and attract more profitable customers. Though, one of the most important methods to identify profitable customers is the concept of customer lifetime value (CLV) but it is more important to estimate customers’ future conditions because a bank`s future profitability highly depends on the customers situation.In this research, the issues about CLV, the necessity and different classification methods are presented. Then, considering weighting variables using Recency, Frequency, and Monetary (RFM) model, AHP technique, and experts opinion, customers are classified. Using Markov chain and probability matrix, the displacement of customers in different groups and their future status are predicted.One of the major outcomes of this research is the calculation of profitability matrix to predict customers’ displacement in different groups. The probability matrix can also show the reluctance of large number of customers to move to the specified groups (the highest percentage of customers in the main diameter of the probability matrix). In this research, we observed that account balance (M) has the greatest impact on customers grouping and that the number of transactions (F) and recency variable (R) are ranked as the second and third impact factors. Also, the determination coefficient (C) is another result of the research. Finally, the presented research used financial information and proposed a mathematical model (Markov chain) to calculate the probability of customers’ displacement (switching from one group to another). The proposed model can be helpful to facilitate customer relationship management process in the banking system.
akdar alam tabriz; amirsalar mohammadi; mir saman pishvaee
Volume 11, Issue 28 , April 2013, , Pages 21-40
Abstract
Economic Development of countries caused damages in environment and society. This issue created three dimensional concept for development, based on economy, society and environment that named as a sustainable development. Mining industry is one of the industries that always faced with challenges of sustainable ...
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Economic Development of countries caused damages in environment and society. This issue created three dimensional concept for development, based on economy, society and environment that named as a sustainable development. Mining industry is one of the industries that always faced with challenges of sustainable development. Based on this issue and based on need for evaluation tools in sustainable development, this article is specified to recommending suitable tool for evaluating sustainability of development in mining industry. For this purpose after investigation of literature, balance scorecard recognized as a suitable tool, then international indicators are localized based on the expert opinion and Iran mining industry situation, and put in BSC aspects. Finally by using AHP method importance weight of BSC aspects and indicators calculated for recommending quantitative tool to mining industry organizations
Jamshid Salehi Sadaghiani; Maryam Akhavan; Majid Babolhavaeji
Volume 3, Issue 8 , March 2005, , Pages 71-93
Abstract
Customer relationship management and business to business model are two major factors in success of modern trade. It is that for development of electronic business in Iran entering to purpose. CRM is a point of view that emphasizes on the cooperation order to create value. This view point which is the ...
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Customer relationship management and business to business model are two major factors in success of modern trade. It is that for development of electronic business in Iran entering to purpose. CRM is a point of view that emphasizes on the cooperation order to create value. This view point which is the result of recent improvement of information technology wants to improve the relationship between the stakeholders to satisfy the requirements of the customer collecting data. Therefore it is important to satisfy the available customer and have a long range relationship with them.
Electronic business helps management to keep to relationship customers in the new century which new methods are available distribution in the extended geography and support the distribution marketing. Although these two have different sections but they have sections. Integration of these two elements have very benefits on sale service to the customers and informational support of business process.
