Abstract:The success of a company depends on its ability to build and maintain long-term relationships with its most valuable buyers. Ecuadorian companies face the challenge of identifying, differentiating and segmenting their clients. In response to this need, this study seeks to identify an unconventional form of segmentation based on the expected monetary value of customer billing in the retail sector. To this end, a probabilistic model was implemented that is derived from the Pareto/NBD methodology with a Bayesian … Show more
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