The impact of personalised incentives on the profitability of customer retention campaigns

Ali Tamaddoni, Stanislav Stakhovych, Michael Ewing

Research output: Contribution to journalArticleResearchpeer-review

Abstract

Traditional approaches to managing customer churn have typically concentrated on those customers most likely to defect. While accurately predicting customer churn probability is important, this metric alone does not sufficiently empower managers to make optimal decisions. Hence, the current study focuses on the relationship between retention incentives and profit maximisation. Specifically, we improve existing churn management practices by: (1) allowing for customer heterogeneity in incentive redemption behaviour, (2) introducing the dependence of the probability of accepting an incentive on its monetary value, and (3) offering an improved model for developing retention campaigns. We support our conclusions with empirical data and simulations and make tangible managerial recommendations.

Original languageEnglish
Pages (from-to)327-347
Number of pages21
JournalJournal of Marketing Management
Volume33
Issue number5-6
DOIs
Publication statusPublished - 24 Mar 2017

Keywords

  • Customer churn management
  • customer retention
  • data mining
  • incentive redemption
  • profitability frameworks

Cite this

@article{5cec8be783d04754ad99e3d87a6cc777,
title = "The impact of personalised incentives on the profitability of customer retention campaigns",
abstract = "Traditional approaches to managing customer churn have typically concentrated on those customers most likely to defect. While accurately predicting customer churn probability is important, this metric alone does not sufficiently empower managers to make optimal decisions. Hence, the current study focuses on the relationship between retention incentives and profit maximisation. Specifically, we improve existing churn management practices by: (1) allowing for customer heterogeneity in incentive redemption behaviour, (2) introducing the dependence of the probability of accepting an incentive on its monetary value, and (3) offering an improved model for developing retention campaigns. We support our conclusions with empirical data and simulations and make tangible managerial recommendations.",
keywords = "Customer churn management, customer retention, data mining, incentive redemption, profitability frameworks",
author = "Ali Tamaddoni and Stanislav Stakhovych and Michael Ewing",
year = "2017",
month = "3",
day = "24",
doi = "10.1080/0267257X.2017.1295094",
language = "English",
volume = "33",
pages = "327--347",
journal = "Journal of Marketing Management",
issn = "0267-257X",
publisher = "Taylor & Francis",
number = "5-6",

}

The impact of personalised incentives on the profitability of customer retention campaigns. / Tamaddoni, Ali; Stakhovych, Stanislav; Ewing, Michael.

In: Journal of Marketing Management, Vol. 33, No. 5-6, 24.03.2017, p. 327-347.

Research output: Contribution to journalArticleResearchpeer-review

TY - JOUR

T1 - The impact of personalised incentives on the profitability of customer retention campaigns

AU - Tamaddoni, Ali

AU - Stakhovych, Stanislav

AU - Ewing, Michael

PY - 2017/3/24

Y1 - 2017/3/24

N2 - Traditional approaches to managing customer churn have typically concentrated on those customers most likely to defect. While accurately predicting customer churn probability is important, this metric alone does not sufficiently empower managers to make optimal decisions. Hence, the current study focuses on the relationship between retention incentives and profit maximisation. Specifically, we improve existing churn management practices by: (1) allowing for customer heterogeneity in incentive redemption behaviour, (2) introducing the dependence of the probability of accepting an incentive on its monetary value, and (3) offering an improved model for developing retention campaigns. We support our conclusions with empirical data and simulations and make tangible managerial recommendations.

AB - Traditional approaches to managing customer churn have typically concentrated on those customers most likely to defect. While accurately predicting customer churn probability is important, this metric alone does not sufficiently empower managers to make optimal decisions. Hence, the current study focuses on the relationship between retention incentives and profit maximisation. Specifically, we improve existing churn management practices by: (1) allowing for customer heterogeneity in incentive redemption behaviour, (2) introducing the dependence of the probability of accepting an incentive on its monetary value, and (3) offering an improved model for developing retention campaigns. We support our conclusions with empirical data and simulations and make tangible managerial recommendations.

KW - Customer churn management

KW - customer retention

KW - data mining

KW - incentive redemption

KW - profitability frameworks

UR - http://www.scopus.com/inward/record.url?scp=85014561876&partnerID=8YFLogxK

U2 - 10.1080/0267257X.2017.1295094

DO - 10.1080/0267257X.2017.1295094

M3 - Article

VL - 33

SP - 327

EP - 347

JO - Journal of Marketing Management

JF - Journal of Marketing Management

SN - 0267-257X

IS - 5-6

ER -