{"id":"https://openalex.org/W2018928989","doi":"https://doi.org/10.1145/775047.775097","title":"Customer lifetime value modeling and its use for customer retention planning","display_name":"Customer lifetime value modeling and its use for customer retention planning","publication_year":2002,"publication_date":"2002-07-23","ids":{"openalex":"https://openalex.org/W2018928989","doi":"https://doi.org/10.1145/775047.775097","mag":"2018928989"},"language":"en","primary_location":{"id":"doi:10.1145/775047.775097","doi":"https://doi.org/10.1145/775047.775097","is_oa":false,"landing_page_url":"https://doi.org/10.1145/775047.775097","pdf_url":null,"source":{"id":"https://openalex.org/S4363608767","display_name":"ACM SIGKDD Conference on Knowledge Discovery and Data Mining (KDD)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"conference"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Proceedings of the eighth ACM SIGKDD international conference on Knowledge discovery and data mining","raw_type":"proceedings-article"},"volume":null,"type":"conference-paper","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5039021124","display_name":"Saharon Rosset","orcid":"https://orcid.org/0000-0002-4458-9545","observed_orcids":["https://orcid.org/0000-0002-4458-9545"]},"institutions":[{"id":"https://openalex.org/I4210089280","display_name":"Amdocs (Israel)","ror":"https://ror.org/00cdhs571","country_code":"IL","type":"company","lineage":["https://openalex.org/I4210089280","https://openalex.org/I4210093497"]}],"countries":["IL"],"is_corresponding":false,"raw_author_name":"Saharon Rosset","raw_affiliation_strings":["Amdocs Ltd., Ra'anana, Israel"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Amdocs Ltd., Ra'anana, Israel","institution_ids":["https://openalex.org/I4210089280"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5053189703","display_name":"Einat Neuman","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I4210089280","display_name":"Amdocs (Israel)","ror":"https://ror.org/00cdhs571","country_code":"IL","type":"company","lineage":["https://openalex.org/I4210089280","https://openalex.org/I4210093497"]}],"countries":["IL"],"is_corresponding":false,"raw_author_name":"Einat Neumann","raw_affiliation_strings":["Amdocs Ltd., Ra'anana, Israel"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Amdocs Ltd., Ra'anana, Israel","institution_ids":["https://openalex.org/I4210089280"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5052429316","display_name":"Uri Eick","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I4210089280","display_name":"Amdocs (Israel)","ror":"https://ror.org/00cdhs571","country_code":"IL","type":"company","lineage":["https://openalex.org/I4210089280","https://openalex.org/I4210093497"]}],"countries":["IL"],"is_corresponding":false,"raw_author_name":"Uri Eick","raw_affiliation_strings":["Amdocs Ltd., Ra'anana, Israel"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Amdocs Ltd., Ra'anana, Israel","institution_ids":["https://openalex.org/I4210089280"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5081408762","display_name":"Nurit Vatnik","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I4210089280","display_name":"Amdocs (Israel)","ror":"https://ror.org/00cdhs571","country_code":"IL","type":"company","lineage":["https://openalex.org/I4210089280","https://openalex.org/I4210093497"]}],"countries":["IL"],"is_corresponding":false,"raw_author_name":"Nurit Vatnik","raw_affiliation_strings":["Amdocs Ltd., Ra'anana, Israel"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Amdocs Ltd., Ra'anana, Israel","institution_ids":["https://openalex.org/I4210089280"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5113636407","display_name":"Yizhak Idan","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I4210089280","display_name":"Amdocs (Israel)","ror":"https://ror.org/00cdhs571","country_code":"IL","type":"company","lineage":["https://openalex.org/I4210089280","https://openalex.org/I4210093497"]}],"countries":["IL"],"is_corresponding":false,"raw_author_name":"Yizhak Idan","raw_affiliation_strings":["Amdocs Ltd., Ra'anana, Israel"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Amdocs Ltd., Ra'anana, Israel","institution_ids":["https://openalex.org/I4210089280"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":[],"corresponding_institution_ids":["https://openalex.org/I4210089280"],"apc_list":null,"apc_paid":null,"fwci":21.6623,"has_fulltext":false,"cited_by_count":68,"citation_normalized_percentile":{"value":0.99278846,"is_in_top_1_percent":true,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":98},"biblio":{"volume":null,"issue":null,"first_page":"332","last_page":"340"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12384","display_name":"Customer churn and segmentation","score":1.0,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T12384","display_name":"Customer churn and segmentation","score":1.0,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.0,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.0,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/customer-lifetime-value","display_name":"customer lifetime value","score":0.9990000128746033},{"id":"https://openalex.org/keywords/customer-retention","display_name":"customer retention","score":0.8970000147819519},{"id":"https://openalex.org/keywords/telecommunications-industry","display_name":"telecommunications industry","score":0.7289999723434448},{"id":"https://openalex.org/keywords/length-of-service","display_name":"length of service","score":0.8539999723434448},{"id":"https://openalex.org/keywords/customer-tenure","display_name":"customer tenure","score":0.7369999885559082},{"id":"https://openalex.org/keywords/customer-segmentation","display_name":"customer segmentation","score":0.8659999966621399},{"id":"https://openalex.org/keywords/marketing-analytics","display_name":"marketing analytics","score":0.5389999747276306}],"concepts":[{"id":"https://openalex.org/C101276457","wikidata":"https://www.wikidata.org/wiki/Q5196474","display_name":"Customer retention","level":4,"score":0.6060725450515747},{"id":"https://openalex.org/C2985066332","wikidata":"https://www.wikidata.org/wiki/Q556441","display_name":"Customer value","level":3,"score":0.6004611253738403},{"id":"https://openalex.org/C2776291640","wikidata":"https://www.wikidata.org/wiki/Q2912517","display_name":"Value (mathematics)","level":2,"score":0.5386760830879211},{"id":"https://openalex.org/C130721881","wikidata":"https://www.wikidata.org/wiki/Q1146253","display_name":"Customer lifetime value","level":5,"score":0.49625545740127563},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.45500800013542175},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.41100651025772095},{"id":"https://openalex.org/C53100981","wikidata":"https://www.wikidata.org/wiki/Q5196454","display_name":"Customer equity","level":5,"score":0.41086915135383606},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.19502755999565125},{"id":"https://openalex.org/C140781008","wikidata":"https://www.wikidata.org/wiki/Q1221081","display_name":"Service quality","level":3,"score":0.14811083674430847},{"id":"https://openalex.org/C2780378061","wikidata":"https://www.wikidata.org/wiki/Q25351891","display_name":"Service (business)","level":2,"score":0.07634446024894714},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.06811308860778809},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.0},{"id":"https://openalex.org/C181622380","wikidata":"https://www.wikidata.org/wiki/Q26911","display_name":"Profit (economics)","level":2,"score":0.0},{"id":"https://openalex.org/C119857082","wikidata":"https://www.wikidata.org/wiki/Q2539","display_name":"Machine learning","level":1,"score":0.0}],"mesh":[],"locations_count":3,"locations":[{"id":"doi:10.1145/775047.775097","doi":"https://doi.org/10.1145/775047.775097","is_oa":false,"landing_page_url":"https://doi.org/10.1145/775047.775097","pdf_url":null,"source":{"id":"https://openalex.org/S4363608767","display_name":"ACM SIGKDD Conference on Knowledge Discovery and Data Mining (KDD)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"conference"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Proceedings of the eighth ACM SIGKDD international conference on Knowledge discovery and data mining","raw_type":"proceedings-article"},{"id":"pmh:oai:CiteSeerX.psu:10.1.1.12.4938","doi":null,"is_oa":false,"landing_page_url":"http://citeseerx.ist.psu.edu/viewdoc/summary?doi=10.1.1.12.4938","pdf_url":null,"source":null,"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"http://www.cse.unsw.edu.au/~qzhang/papers/224.pdf","raw_type":"text"},{"id":"pmh:oai:CiteSeerX.psu:10.1.1.83.5157","doi":null,"is_oa":false,"landing_page_url":"http://citeseerx.ist.psu.edu/viewdoc/summary?doi=10.1.1.83.5157","pdf_url":null,"source":null,"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"http://elvis.slis.indiana.edu/irpub/KDD/2002/pdf50.pdf","raw_type":"text"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[{"display_name":"Industry, innovation and infrastructure","score":0.5299999713897705,"id":"https://metadata.un.org/sdg/9"}],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":16,"referenced_works":["https://openalex.org/W1513618424","https://openalex.org/W1580788756","https://openalex.org/W1601129096","https://openalex.org/W1840338487","https://openalex.org/W1979300931","https://openalex.org/W1981565525","https://openalex.org/W1988837484","https://openalex.org/W1992978513","https://openalex.org/W2012799952","https://openalex.org/W2015233145","https://openalex.org/W2077949207","https://openalex.org/W2130351314","https://openalex.org/W2344672672","https://openalex.org/W3147894994","https://openalex.org/W4242212377","https://openalex.org/W4293241248"],"related_works":["https://openalex.org/W1588664955","https://openalex.org/W7100600822","https://openalex.org/W2999887393","https://openalex.org/W2967839410","https://openalex.org/W2136510600","https://openalex.org/W2055623702","https://openalex.org/W2392868845","https://openalex.org/W2791038676","https://openalex.org/W82398216","https://openalex.org/W2174267030"],"abstract_inverted_index":{"We":[0,26,59],"present":[1,45],"and":[2,37,44,89],"discuss":[3,27],"the":[4,10,16,23,28,52,70],"important":[5],"business":[6],"problem":[7],"of":[8,12,19,30,39,72],"estimating":[9],"effect":[11],"retention":[13,73],"efforts":[14],"on":[15,65,74],"Lifetime":[17,75],"Value":[18],"a":[20,46],"customer":[21,35],"in":[22,33,83,94],"Telecommunications":[24],"industry.":[25],"components":[29],"this":[31,66],"problem,":[32],"particular":[34],"value":[36],"length":[38],"service":[40],"(or":[41],"tenure)":[42],"modeling,":[43],"novel":[47],"segment-based":[48],"approach,":[49],"motivated":[50],"by":[51],"segment-level":[53],"view":[54],"marketing":[55],"analysts":[56],"usually":[57],"employ.":[58],"then":[60],"describe":[61],"how":[62],"we":[63,90],"build":[64],"approach":[67],"to":[68],"estimate":[69],"effects":[71],"Value.":[76],"Our":[77],"solution":[78],"has":[79],"been":[80],"successfully":[81],"implemented":[82],"Amdocs'":[84],"Business":[85],"Insight":[86],"(BI)":[87],"platform,":[88],"illustrate":[91],"its":[92],"usefulness":[93],"real-world":[95],"scenarios.":[96]},"counts_by_year":[{"year":2025,"cited_by_count":1},{"year":2022,"cited_by_count":4},{"year":2021,"cited_by_count":4},{"year":2020,"cited_by_count":1},{"year":2019,"cited_by_count":2},{"year":2018,"cited_by_count":5},{"year":2016,"cited_by_count":4},{"year":2015,"cited_by_count":1},{"year":2014,"cited_by_count":1},{"year":2013,"cited_by_count":1},{"year":2012,"cited_by_count":5}],"updated_date":"2026-10-26T11:51:55.731654","created_date":"2016-06-24T00:00:00"}
