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Slides that correspond to the paper: Schulz, Fabian / Schlereth, Christian / Skiera, Bernd / Mazar, Nina (2015), "Advance Payment Systems: Paying Too Much Today and Being Satisfied Tomorrow", International Journal of Research in Marketing, Vol. 32, Issue 3, forthcoming. Abstract: Advance payment systems represent a pricing innovation, in which companies predict customers' future consumption for the following year and then bill a series of monthly, uniform advance payments. Any difference between predicted and actual consumption gets settled at the end of the year with a refund or extra payment. Companies thus gain earlier access to funds and lower risk of customer defaults; customers benefit from predictable monthly payments. However, customers' reactions to a refund or extra payment sequence in an advance payment system remain unclear. Three theoretical lenses offer predictions about customers' advance payment system preferences: prospect theory, with a focus on silver lining and hedonic editing principles; mental accounting; and the value of sequences. Using three empirical studies with survey and billing data of more than 20,000 customers to examine their reactions to refunds and extra payments, this paper reveals that receiving a refund reduces customers' price awareness, increases their recommendation likelihood, and reduces churn and tariff switching, as long as the refund is not too high. The findings illustrate both the consequences and the boundary conditions of the silver lining principle with large-scale field studies.
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این یه فایل کامل هست در مورد انواع کسب و کار ها ولی متاسفانه نمیدونم که چه کسی این رو درست کرده برای اینکه شما هم از این مطلب استفاده کنید اینجا قرارش دادم
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Alejandro Correa Bahnsen, PhD
Los modelos predictivos de fuga de clientes churn tratan de predecir la probabilidad de que un cliente sea desertor de la empresa analizando su comportamiento histórico y su información socio económica. Esta herramienta permite maximizar los resultados de las campañas de retención. Los actuales algoritmos de clasificación de última generación no están bien alineados con los objetivos comerciales, en el sentido de que los modelos no incluyen los costos y beneficios financieros reales durante las etapas de entrenamiento y evaluación. En esta presentación, se muestra una nueva metodología sensible al costo para el modelo predictivo de churn de clientes. Primero proponemos una nueva medida financiera para evaluar la efectividad de una campaña de churn teniendo en cuenta la cartera de ofertas disponible, su costo financiero individual y la probabilidad de aceptación de la oferta en función del perfil del cliente. Luego, usando un conjunto de datos de churn del mundo real, comparamos diferentes algoritmos de clasificación y mediremos su efectividad basándonos en su poder predictivo y también en la optimización de costos. Los resultados muestran que el uso de un enfoque sensible al costo produce un aumento en los ahorros de costos de hasta el 26,4%.
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Building Digital Trust in a Digital Economy Veronica Tan, Director - Cyber Security Agency of Singapore Apidays Singapore 2024: Connecting Customers, Business and Technology (April 17 & 18, 2024) ------ Check out our conferences at https://www.apidays.global/ Do you want to sponsor or talk at one of our conferences? https://apidays.typeform.com/to/ILJeAaV8 Learn more on APIscene, the global media made by the community for the community: https://www.apiscene.io Explore the API ecosystem with the API Landscape: https://apilandscape.apiscene.io/
Apidays Singapore 2024 - Building Digital Trust in a Digital Economy by Veron...
Apidays Singapore 2024 - Building Digital Trust in a Digital Economy by Veron...
apidays
In this session, we will delve into strategic approaches for optimizing knowledge management within Microsoft 365, amidst the evolving landscape of Copilot. From leveraging automatic metadata classification and permission governance with SharePoint Premium, to unlocking Viva Engage for the cultivation of knowledge and communities, you will gain actionable insights to bolster your organization's knowledge-sharing initiatives. In this session, we will also explore how to facilitate solutions to enable your employees to find answers and expertise within Microsoft 365. You will leave equipped with practical techniques and a deeper understanding of how there is more to effective knowledge management than just enabling Copilot, but building actual solutions to prepare the knowledge that Copilot and your employees can use.
Strategies for Unlocking Knowledge Management in Microsoft 365 in the Copilot...
Strategies for Unlocking Knowledge Management in Microsoft 365 in the Copilot...
Drew Madelung
MySQL Webinar, presented on the 25th of April, 2024. Summary: MySQL solutions enable the deployment of diverse Database Architectures tailored to specific needs, including High Availability, Disaster Recovery, and Read Scale-Out. With MySQL Shell's AdminAPI, administrators can seamlessly set up, manage, and monitor these solutions, ensuring efficiency and ease of use in their administration. MySQL Router, on the other hand, provides transparent routing from the application traffic to the backend servers in the architectures, requiring minimal configuration. Completely built in-house and supported by Oracle, these solutions have been adopted by enterprises of all sizes for their business-critical applications. In this presentation, we'll delve into various database architecture solutions to help you choose the right one based on your business requirements. Focusing on technical details and the latest features to maximize the potential of these solutions.
Mastering MySQL Database Architecture: Deep Dive into MySQL Shell and MySQL R...
Mastering MySQL Database Architecture: Deep Dive into MySQL Shell and MySQL R...
Miguel Araújo
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Axa Assurance Maroc - Insurer Innovation Award 2024
Axa Assurance Maroc - Insurer Innovation Award 2024
Axa Assurance Maroc - Insurer Innovation Award 2024
The Digital Insurer
Presented by Mike Hicks
How to Troubleshoot Apps for the Modern Connected Worker
How to Troubleshoot Apps for the Modern Connected Worker
ThousandEyes
Stay safe, grab a drink and join us virtually for our upcoming "GenAI Risks & Security" Meetup to hear about how to uncover critical GenAI risks and vulnerabilities, AI security considerations in every company, and how a CISO should navigate through GenAI Risks.
GenAI Risks & Security Meetup 01052024.pdf
GenAI Risks & Security Meetup 01052024.pdf
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Partners Life - Insurer Innovation Award 2024
Partners Life - Insurer Innovation Award 2024
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Bajaj Allianz Life Insurance Company - Insurer Innovation Award 2024
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How to Troubleshoot Apps for the Modern Connected Worker
How to Troubleshoot Apps for the Modern Connected Worker
ProductAnonymous-April2024-WinProductDiscovery-MelissaKlemke
ProductAnonymous-April2024-WinProductDiscovery-MelissaKlemke
Apidays Singapore 2024 - Building Digital Trust in a Digital Economy by Veron...
Apidays Singapore 2024 - Building Digital Trust in a Digital Economy by Veron...
Strategies for Unlocking Knowledge Management in Microsoft 365 in the Copilot...
Strategies for Unlocking Knowledge Management in Microsoft 365 in the Copilot...
Mastering MySQL Database Architecture: Deep Dive into MySQL Shell and MySQL R...
Mastering MySQL Database Architecture: Deep Dive into MySQL Shell and MySQL R...
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+971581248768>> SAFE AND ORIGINAL ABORTION PILLS FOR SALE IN DUBAI AND ABUDHA...
Axa Assurance Maroc - Insurer Innovation Award 2024
Axa Assurance Maroc - Insurer Innovation Award 2024
How to Troubleshoot Apps for the Modern Connected Worker
How to Troubleshoot Apps for the Modern Connected Worker
GenAI Risks & Security Meetup 01052024.pdf
GenAI Risks & Security Meetup 01052024.pdf
Henry Stewart Survival Analysis
1.
Applications of Survival
Analysis to Customer Management Henry Stewart Briefing for Users of Marketing Analytics 4 December 2008, Mayfair Conference Centre, Marble Arch, London William De Genst
2.
Survival Analysis
3.
Survival Analysis Understanding
Customer Attrition
4.
Survival Analysis Techniques
5.
Survival Analysis Distributions
of lifetimes
6.
Survival Analysis Distributions
of lifetimes
7.
Survival Analysis Joining
Time Time Survey end Actual Time Time from common origin Distributions of lifetimes
8.
Survival Analysis Estimation
9.
Survival Analysis Estimation
10.
Survival Analysis Trial
contract Non-trial contract Log-rank test (Mantel-Haenszel) Chisq= 30.2 on 1 degrees of freedom, p= 3.98e-08 Estimation
11.
Survival Analysis Cox
proportional hazards model
12.
Survival Analysis Cox
proportional hazards model Var SE( ) z p v 1 0.09 0.03 3.19 0.01 v 2 -0.35 0.19 -1.83 0.06 v n -0.34 0.38 -0.90 0.37
13.
Survival Analysis Schoenfeld
residuals ~ time Martingale residuals ~ covariate Cox proportional hazards model
14.
Survival Analysis Cox
proportional hazards model Smoothed term
15.
Lifetime Value Analysis
Customer Lifetime Value
16.
17.
Case Study Cost
of a Direct Mailing Campaign
18.
Case Study Free
trials Year 1 renewal Cost of a Direct Mailing Campaign
19.
Case Study DD
cancelation Free trials going on to other products Original Payment Method
20.
21.
22.
Case Study break-even
in week 65 Cost of a Direct Mailing Campaign
23.
Case Study Cost
of a Direct Mailing Campaign
24.
Conclusions
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