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, "The purpose of the customer life cycle is to define and communicate the stages through which a customer progresses when considering, purchasing and using products, and the associated business processes a company uses to move the customer through the customer life cycle." [2]
Customer lifetime value: The present value of the future cash flows attributed to the customer during his/her entire relationship with the company. [2] Present value is the discounted sum of future cash flows: each future cash flow is multiplied by a carefully selected number less than one, before being added together.
Situational Leadership Theory, now named the Situational Leadership Model, is a model created by Dr. Paul Hersey and Dr. Ken Blanchard, developed while working on the text book, Management of Organizational Behavior. [1] The theory was first introduced in 1969 as "Life Cycle Theory of Leadership". [2]
Paul Hersey (January 26, 1931–December 18, 2012) was a behavioral scientist and entrepreneur. He was best known for conceiving Situational Leadership. Hersey published Management of Organization Behavior, which is now in its ninth edition. [2] Hersey taught about training and development in leadership, management, and selling.
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Bottom of the funnel (BOFU) corresponding to latter life-cycle stages (i.e. decision, conversion, purchase) Re-engagement paths – strategies and techniques meant to recover lost prospects/leads, usually through retargeting ads or email marketing
Churn rate (also known as attrition rate, turnover, customer turnover, or customer defection) [1] is a measure of the proportion of individuals or items moving out of a group over a specific period. It is one of two primary factors that determine the steady-state level of customers a business will support.
The consumer is seen to maximize its utility. See consumer theory. Game theory can also be used in some circumstances. Psychological models – psychological and cognitive processes such as motivation and need recognition. They are qualitative rather than quantitative and build on sociological factors like cultural influences and family influences.