This thesis deals with another possible approach to segmentation of the customer base in the surveyed company than the one currently used. Specifically, the issue of lifetime customer value is discussed. A review shows several possible approaches and some selected models will be applied to the customer base in the practical part of thesis. Work addresses not only the application of selected models, but especially the comparison of analysis results with the original segmentation. The aim is to track changes in segmentation after applying these models and provide the proof that this metric is an appropriate evaluation component in segmentation for a particular company. An integral part are therefore recommendations for management and sales representatives. Calculations are performed in Excel. At the end of each chapter are specific achievements and comparisons with the initial segmentation. The result of this work is to suggest several models of customer lifetime value calculation that the company may apply to benefit from when creating a new segmentation model.
| Identifer | oai:union.ndltd.org:nusl.cz/oai:invenio.nusl.cz:205073 |
| Date | January 2015 |
| Creators | Kubů, Pavlína |
| Contributors | Kincl, Tomáš, Novák, Michal |
| Publisher | Vysoká škola ekonomická v Praze |
| Source Sets | Czech ETDs |
| Language | Czech |
| Detected Language | English |
| Type | info:eu-repo/semantics/masterThesis |
| Rights | info:eu-repo/semantics/restrictedAccess |
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