Simple database marketing tools in customer analysis and retention

Yu Hui Tao, Chu Chen Rosa Yeh

Research output: Contribution to journalArticle

17 Citations (Scopus)

Abstract

Many businesses practice database marketing to increase effectiveness in their marketing activities. The database marketing approach uses current advanced information technology to collect customer data, analyze it and use it to provide recognition and services to customers for the purpose of increasing customer loyalty and repeat sales. Over the years, the practice of database marketing has evolved into a costly implementation of highly sophisticated information technology and application, which requires elaborate planning and organizational skills for successful adoption. Consequently, the need has been recognized for a human-centred approach which focuses more on the business problem rather than on the technology. This paper introduces two simple yet essential database-marketing tools - usage segment code and net revenue equation - and describes their application in the credit-card business. The promising results obtained further demonstrate that simple yet creative ideas can be converted into powerful database marketing tools to increase the return on investment in a marketing database.

Original languageEnglish
Pages (from-to)291-301
Number of pages11
JournalInternational Journal of Information Management
Volume23
Issue number4
DOIs
Publication statusPublished - 2003 Aug
Externally publishedYes

Keywords

  • Credit-card companies
  • Customer analysis
  • Database marketing
  • Marketing tools

ASJC Scopus subject areas

  • Information Systems
  • Computer Networks and Communications
  • Library and Information Sciences

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