Abstract
A growing challenge for the companies in the e-business era is customer retention. In today’s global economy this task is getting, at the same time, more difficult and more important. In order to retain the potentially good customers and to improve their buying attitude this paper proposes to calculate personalized discounts. This calculus is based on a fuzzy classification which can derive the customers’ value for an enterprise. This approach allows the company to drive the customer equity which treats the customers according to their real value in order to maximize its profit.
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5. References
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© 2005 International Federation for Information Processing
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Werro, N., Stormer, H., Meier, A. (2005). Personalized Discount - A Fuzzy Logic Approach. In: Funabashi, M., Grzech, A. (eds) Challenges of Expanding Internet: E-Commerce, E-Business, and E-Government. IFIP International Federation for Information Processing, vol 189. Springer, Boston, MA. https://doi.org/10.1007/0-387-29773-1_25
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DOI: https://doi.org/10.1007/0-387-29773-1_25
Publisher Name: Springer, Boston, MA
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