A case study on services upgrading prediction

Georgios Kourogiorgas, Ozren Despic, Emmanuel Thanassoulis, Veronica Wong

Research output: Unpublished contribution to conferenceAbstractpeer-review


Customer Base Analysis is perhaps the first stage of analysis in customer value, aiming to predict purchase frequency and customer lifecycle. An important part of the customer purchase frequency and its retention has to do with the service upgrade. Many models have tried to predict purchase frequency as well as upgrading. The comparison of these models seems important to provide academics with a picture of the current situation.
The purpose of this research is to evaluate how models can predict service upgrade among a customer database of an online DVD rental company and suggest an alternative based on data mining techniques and data on historical transactions.
Original languageEnglish
Publication statusPublished - 2008
Event30th Annual Marketing Science Conference - Vancouver, Canada
Duration: 12 Jun 200814 Jun 2008


Conference30th Annual Marketing Science Conference
Abbreviated titleINFORMS 2008


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