A practical approach to maximizing customer retention in the credit card industry

Article Abstract:

A customer database model is created to determine the characteristics of credit card customers that can be used as a marketing strategy for improving profitability and maximizing retention for the issuer. The model can also forecast those customers who will probably close their accounts. Linear discriminant analysis is used to build the database model. The number of new credit card customers has fallen to a record low of under 1% a month, while existing customers are increasingly returning their cards or using their cards less frequently.

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Client base, age and competitive advantage in the services sector

Article Abstract:

The age and size of the client base of businesses within the services industry can give the business a competitive advantage. Prospective customers frequently make their decisions by observing the choices already made by other clients, with previous clients used as informational surrogates. The wider an organisation's customer base, the less uncertain potential clients are likely to be about its service quality.

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Toward an understanding of the role of cross-cultural equivalence in international personal selling

Article Abstract:

A new study investigates the impact of cross-cultural equivalence in an increasingly international marketplace and links it to the negotiations process.

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