About cookies on this site Our websites require some cookies to function properly (required). In addition, other cookies may be used with your consent to analyze site usage, improve the user experience and for advertising. For more information, please review your options. By visiting our website, you agree to our processing of information as described in IBM’sprivacy statement. To provide a smooth navigation, your cookie preferences will be shared across the IBM web domains listed here.
Publication
SDM 2005
Conference paper
Efficient allocation of marketing resources using dynamic programming
Abstract
In this paper we address the following question: how to estimate a Markov Decision Process modeling the dynamics of customer relationships. Once the model is estimated, we discuss how to efficiently allocate marketing resources and instruments in order to maximize the long-term value generated by customers in a given future time horizon using dynamic programming. Our methodology allows us both to predict and to optimize the future value generated by customers. We show our approach using a case study involving a major European airline. Copyright © by SIAM.