April 2011
Beginner to intermediate
256 pages
5h 59m
English
Index
Acquisitions initiatives/leads:
data warehouse (DW) information
decision diagram for
dynamic perspective on
improving lead information for
overview
questionnaires
questions for determining direction
reasons to focus on
segment prioritization table
target group determination
target group profiling
using decision trees
workshops
Ad hoc campaigns and mass communication
Agility
Algorithms:
CHAID algorithm
Cluster analysis
decision trees (see Decision trees)
pattern detection algorithm
selection of
Analytical competencies
Answering the Ultimate Question (Owen/Brooks)
Base churn
Base tables:
in customer retention
identifying replacement offers using
and value-based segmentation
Basket analysis
Best practices
Bundled offers
Business analytics (BA), defined
Business case approach to campaign assessment
Business intelligence (BI), defined
Business requirements
Business rules, adding to value-based segmentation
Call centers
Campaign codes
Campaign performance tracking. See also Lag information
on continuous campaigns
customer-level
on time-limited campaigns
Campaigns. See also Acquisitions initiatives/leads; Customer retention; Existing customer leads
costs
increased earnings
model selection
multiple campaigning
net present value (NPV)
performance tracking (see Campaign performance tracking)
resource allocations
return on investment (ROI)
single campaigning
CHAID algorithm
Change management
Churn
base
caused by external factors
churn prediction tree
customer-initiated vs. company-initiated ...
