High Value Customer Acquisition & Retention Modelling – A Scalable Data Mashup Approach

2019 ◽  
Author(s):  
Kajanan Sangaralingam ◽  
Nisha Verma ◽  
Aravind Ravi ◽  
Su Won Bae ◽  
Anindya Datta
Keyword(s):  
Customer Acquisition ◽  
Data Mashup

scholarly journals Financial technology and the future of banking

2021 ◽  
Vol 7 (1) ◽  
Author(s):  
Daniel Broby
Keyword(s):  
Financial Services ◽  
Empirical Investigation ◽  
Analytical Framework ◽  
Shadow Banking ◽  
Customer Acquisition ◽  
Market Participants ◽  
Digital World ◽  
The Future ◽  
Technology Applications ◽  
Financial Technology

AbstractThis paper presents an analytical framework that describes the business model of banks. It draws on the classical theory of banking and the literature on digital transformation. It provides an explanation for existing trends and, by extending the theory of the banking firm, it illustrates how financial intermediation will be impacted by innovative financial technology applications. It further reviews the options that established banks will have to consider in order to mitigate the threat to their profitability. Deposit taking and lending are considered in the context of the challenge made from shadow banking and the all-digital banks. The paper contributes to an understanding of the future of banking, providing a framework for scholarly empirical investigation. In the discussion, four possible strategies are proposed for market participants, (1) customer retention, (2) customer acquisition, (3) banking as a service and (4) social media payment platforms. It is concluded that, in an increasingly digital world, trust will remain at the core of banking. That said, liquidity transformation will still have an important role to play. The nature of banking and financial services, however, will change dramatically.

The role of political risk in the travel fair decision-making process

2020 ◽  
Vol 32 (5) ◽  
pp. 1905-1923
Author(s):  
Darko Dimitrovski
Keyword(s):  
Market Orientation ◽  
Political Risk ◽  
Small Sample ◽  
Equation Modeling ◽  
Customer Acquisition ◽  
Image Repair ◽  
Content Type ◽  
Image Repair Theory ◽  
Selection Factors

Purpose This paper aims to determine the influence of travel fair selection factors on exhibitor intention to attend, in conjunction with the role of political risk within that relationship. Design/methodology/approach Following the basic premises of image repair theory, this quantitative study examines the perceptions of 205 exhibitors – both domestic and international – at Belgrade Travel Fair. Findings Two variables – travel fair customer acquisition and retention orientation and market orientation – were found to influence travel fair intention in a statistically significant manner, while multi-group structural equation modeling indicates a positive statistically significant correlation between travel fair customer acquisition and retention and travel fair market orientation and travel fair intention for exhibitors that place higher importance on political risk in the region. Research limitations/implications The limitations of the research are its regional focus and its small sample size. Practical implications Travel fair organizers should consider market orientation and customer acquisition and retention orientation as important antecedents of travel fair intention. Exhibitor perception of political risk enhances image repair efforts. Social implications The study focuses on the perception of travel fair exhibitors when attending a travel fair in a region which is continually exposed to political risk. Thus, travel fairs can act as image repair instruments for companies affected by political risk in a region, as they have the capacity to present a positive image to a specific audience. Originality/value The study enhances the existing work related to image repair theory by observing how travel fairs can be used as image repair instruments. The originality of the study lies in its provision of further understanding of the reasons for exhibitor attendance at travel fairs and, more specifically, the role of political risk in this context. The study’s findings extend the applicability of the image repair theory in the context of the behavioral nature of travel fair attendance.

scholarly journals A Preliminary Analysis of CRM Practices among Banks frome the Customers' Perspectives

2011 ◽  
Vol 1 (1) ◽  
pp. 274
Author(s):  
Izah Mohd Tahir ◽  
Zuliana Zulkifli
Keyword(s):  
Customer Relationship Management ◽  
Preliminary Analysis ◽  
Customer Value ◽  
Management Practices ◽  
Customer Relationship ◽  
Customer Acquisition ◽  
Five Dimensions ◽  
Value Evaluation ◽  
Customer Information ◽  
Preliminary Study

Firms especially banks have realized the importance of becoming customer oriented and therefore Customer Relationship Management Practices (CRM) is seen to be very important to these firms. This study reports on the preliminary findings of CRM practices among banks from the customers’ perspectives. Five dimensions comprising of 48 statements are proposed for this study: Customer Acquisition (11 items), Customer Response (10 items), Customer Knowledge (10 items), Customer Information System (9 items), and Customer Value Evaluation (8 items). The results of the internal consistency tests are considered good with Cronbach’s alphas ranging from 0.73 to 0.92. Overall, the results suggest that respondents somewhat agreed and strongly agreed on all the items proposed. The results from this preliminary study are important to us to understand the perceptions of the customers so as to adjust and modify items that are important and not.

Uber China

2017 ◽  
pp. 1-5
Author(s):  
Alice M. Tybout
Keyword(s):  
Market Entry ◽  
The Other ◽  
Customer Acquisition ◽  
Market Opportunity ◽  
Brand Positioning ◽  
Chinese Market ◽  
Ride Sharing ◽  
Industry Leader ◽  
The Relationship

Uber China is a strategy pricing case that examines the role of customer acquisition tactics and brand positioning in entering the tantalizingly large Chinese market. The case adopts the perspective of an outside observer looking at Uber's efforts to compete in China from its entry in 2013 to its exit through its acquisition by Didi Chuxing, the highly dominant industry leader in China's ride-sharing market. After laying out the market opportunity, consumer and competitive landscape, and the various acquisition-related moves of Uber and the other major players, the case asks students to conduct a postmortem on Uber's failure in China. Specifically, they must consider what drew Uber to the opportunity in China and what it might have done differently in terms of positioning and customer acquisition to compete more effectively. First and foremost a pricing-related discussion, the case illustrates the relationship between pricing and acquisition tactics and brand positioning and the use of both in market entry and penetration.

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