Markov Chains pp 107-139 | Cite as

Markov Decision Processes for Customer Lifetime Value

  • Wai-Ki Ching
  • Ximin Huang
  • Michael K. Ng
  • Tak-Kuen Siu
Chapter
Part of the International Series in Operations Research & Management Science book series (ISOR, volume 189)

Abstract

In this chapter a stochastic dynamic programming model with a Markov chain is proposed to capture customer behavior. The advantage of using Markov chains is that the model can take into account the customers switching between the company and its competitors. Therefore customer relationships can be described in a probabilistic way, see for instance Pfeifer and Carraway [170]. Stochastic dynamic programming is then applied to solve the optimal allocation of the promotion budget for maximizing the Customer Lifetime Value (CLV). The proposed model is then applied to practical data in a computer services company.

Keywords

Marketing 

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Copyright information

© Springer Science+Business Media New York 2013

Authors and Affiliations

  • Wai-Ki Ching
    • 1
  • Ximin Huang
    • 2
  • Michael K. Ng
    • 3
  • Tak-Kuen Siu
    • 4
  1. 1.Department of MathematicsThe University of Hong KongHong KongHong Kong, SAR
  2. 2.College of ManagementGeorgia Institute of TechnologyAtlantaUSA
  3. 3.Department of MathematicsHong Kong Baptist UniversityKowloon TongHong Kong SAR
  4. 4.Cass Business SchoolCity University LondonLondonUK

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