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Predicting Customer Churn: Customer Behavior Forecasting for Subscription-Based Organizations

  • Conference paper
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Information Systems (EMCIS 2017)

Part of the book series: Lecture Notes in Business Information Processing ((LNBIP,volume 299))

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Abstract

Churn is the opposite of growth. Losing customers has serious impact on company’s overall performance. More specifically, means lost in sales and revenue, but also negative sentiment and potential negative impact to organization’s image for the competition. The increased importance of managing churn in subscription-based organizations, lead various efforts by subscription-based organizations to face the problem. Both, academic researchers and business practitioners, focusing on techniques around customer behavior forecasting. During the last years, various technologies have been used to forecast customer behavior in subscription-based organizations. To investigate further this area this paper aims to report on the research issues around customer churn and investigate previous customer churn prediction approaches in order to propose a new conceptual model for customer behavior forecasting.

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Acknowledgment

The publication of this paper has been partly supported by the University of Piraeus Research Centre.

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Authors and Affiliations

  1. University of Piraeus, Piraeus, Greece

    Leonidas Katelaris & Marinos Themistocleous

Authors
  1. Leonidas Katelaris
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  2. Marinos Themistocleous
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Corresponding author

Correspondence to Leonidas Katelaris .

Editor information

Editors and Affiliations

  1. Department of Digital Systems, University of Piraeus, Piraeus, Greece

    Marinos Themistocleous

  2. Department of Management and Technology, Bocconi University, Milan, Italy

    Vincenzo Morabito

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Katelaris, L., Themistocleous, M. (2017). Predicting Customer Churn: Customer Behavior Forecasting for Subscription-Based Organizations. In: Themistocleous, M., Morabito, V. (eds) Information Systems. EMCIS 2017. Lecture Notes in Business Information Processing, vol 299. Springer, Cham. https://doi.org/10.1007/978-3-319-65930-5_11

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  • DOI: https://doi.org/10.1007/978-3-319-65930-5_11

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-319-65929-9

  • Online ISBN: 978-3-319-65930-5

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