Instant Customer Base Analysis: Managerial Heuristics Often “Get it Right”:
By M. Wübben, Florian von Wangenheim. 2008
210 citations recorded by the source corpus.
Subfields: Marketing, Organizational Behavior and Human Resource Management
View Paper: https://www.semanticscholar.org/paper/d4e068c58b756f229609c95eac383cbf637692c4
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In Organizational Behavior and Human Resource Management
Citations in the corpus
- Simple Rules for Complex Decisions (2017, unknown): “is includes doctors classifying patients based on their symptoms [25], judges seing bail amounts [6] and making parole decisions [3], and managers determining which customers to target [36].”
- Fast and frugal forecasting (2009, background): “…vary little, low redundancy (Hogarth & Karelaia, 2005, 2006) Can predict as accurately as or more accurately than multiple regression Hiatus heuristic (Wübben & Wangenheim, 2008) Assume that customers who have not purchased in a fixed period of time are inactive Not investigated Performed as well…”
- Applied decision making with fast-and-frugal heuristics (2016, background): “Wübben and Wangenheim (2008) compared the hiatus euristic to the Pareto/NBD and BG/NBD models in their abilty to accurately classify real-world customers in the apparel, irline, and online CD retail industries as active, inactive, and s future best customers.”
- Risk, Uncertainty, and Heuristics (2014, unknown): “Wübben and Wangenheim (2008) compare the accuracy of a one-reason decision-making process, namely, the hiatus heuristic (e.g., “classify a customer who did not purchase from the company for more than nine months as inactive.”)”