The Optimal Exercise Policy through the Effective Marketing Support under the Uncertainty  
Author Takahiro Nakamura

 

Co-Author(s) Junji Koyanagi; Kodo Ito

 

Abstract Expectations are rising for various social contribution activities under the uncertainty of the world. For those expectations, some of the various corporate organizations are working on important issues while strengthening their financial base to meet the expectations. In this paper, we consider a mathematical model in which an external organization such as a financial institution contracts the corporate organization to understand its needs. For example, financial institutions do not rely solely on the individual skills of their corporate sales representatives to ensure that they do not lose contact with corporate customers, but rather provide marketing support that supports them as an organization and enables them to provide diversified services in a timely and accurate manner. As the likelihood of a financial institution becoming a no-contact customer (hereafter referred to as a Customer Defection) increases, the cost of regaining contact opportunities and providing a variety of services in the future is expected to increase. Therefore, it is desirable for financial institutions to ensure that the period of time when they cannot be contacted does not become too long, while at the same time keeping the cost of supporting them as an organization low and the overall cost of defection small. In this paper, as a planning problem for a certain period of time, we formulate the number of customers whose initial number of customers have not defected after a certain period of time, and present a model to reduce the overall defect cost. Finally, suggestions for future research are discussed.

 

Keywords Customer relationship, Marketing support, Customer Defection, Planning problem. Contact Model
   
    Article #:  RQD26-210
 

Proceedings of 26th ISSAT International Conference on Reliability & Quality in Design
Virtual Event

August 5-7, 2021