Identifying Segmenting Key Customers for Prioritizing them Based on Lifetime Value using RFM Model (Case study: Internet customer of Qom Telecommunications Company)

• Published in: Mudīrīyat-i bāzargānī Vol. 8; no. 2; pp. 461 - 478
• Main Authors: Morteza Maleki Minbashrazgah, Azim Zarei, Zahedeh Hajiloo
• Format: Journal Article
• Language: Persian
• Published: University of Tehran 01.07.2016
• Subjects: customer lifetime value; Customer relationship management; customer segmentation; Key Customers; RFM Model

By the emerge of competitive markets and continuous changes, organizations have found that they are not faced with growing economy and markets, so each customer has its own special value. Therefore, they are trying to maintain and increase customer loyalty to increase their competitive advantages. I...