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Churn Management Optimization With Controllable Marketing Variables And Associated Management Costs, Yong Seog Kim, Hyeson Lee, John D. Johnson
Churn Management Optimization With Controllable Marketing Variables And Associated Management Costs, Yong Seog Kim, Hyeson Lee, John D. Johnson
Data Analytics & Information Systems Faculty Publications
In this paper, we propose a churn management model based on a partial least square (PLS) optimization method that explicitly considers the management costs of controllable marketing variables for a success- ful churn management program. A PLS prediction model is first calibrated to estimate the churn proba- bilities of customers. Then this PLS prediction model is transformed into a control model after relative management costs of controllable marketing variables are estimated through a triangulation method. Finally, a PLS optimization model with marketing objectives and constraints are specified and solved via a sequential quadratic programming method. In our experiments, we observe …