Project

Leveraging the power of social influence for customer relationship management: growing the value of a customer base using referral network analysis.

Duration
01 October 2015 → 30 September 2018
Funding
Regional and community funding: Special Research Fund, Research Foundation - Flanders (FWO)
Research disciplines
  • Natural sciences
    • Applied mathematics in specific fields
    • Statistics and numerical methods
  • Social sciences
    • Applied economics
    • Economic history
    • Macroeconomics and monetary economics
    • Microeconomics
    • Tourism
Keywords
churn and revenue modeling customer relationship management social network analysis influence maximization problem
 
Project description

Phase 1 investigates the difference in added value to the performance of CRM models when using different network variables derived from a communication, a spatial and a referral network. In phase 2 a new approach to identifying influencers in a social network is developed. Phase 3 explores whether valuable potential customers can be identified based on connections with existing customers.