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- Giving Voice To Values
- Decision Analysis
- Case Method
- Economics
- Business
- Business-Government Relations
- Diversity Management and Leveraging Difference
- Entrepreneurship and Innovation
- Environment and Sustainability
- Ethics
- Finance
- Accounting & Control
- Global Economies and Markets
- Leadership and Organizational Behavior
- Management Communications
- Management Science
- Marketing
- Negotiations
- Nonprofit Organizations
- Operations Management
- Pedagogy and Higher Administration
- Personal Assessment and Career Strategy
- Quantitative Analysis
- Strategy
- Technology and Innovation Management
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Categories
- Giving Voice To Values
- Decision Analysis
- Case Method
- Economics
- Business
- Business-Government Relations
- Diversity Management and Leveraging Difference
- Entrepreneurship and Innovation
- Environment and Sustainability
- Ethics
- Finance
- Accounting & Control
- Global Economies and Markets
- Leadership and Organizational Behavior
- Management Communications
- Management Science
- Marketing
- Negotiations
- Nonprofit Organizations
- Operations Management
- Pedagogy and Higher Administration
- Personal Assessment and Career Strategy
- Quantitative Analysis
- Strategy
- Technology and Innovation Management
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Identifying the VIPs at eTOTS
Pfeifer, Phillip E.;
Farris, Paul W.;
Shiraki, Ichiro Vic
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Overview
This case contains the instructions for a hands-on data-mining exercise. The purpose of the exercise is to identify high value customers of an online retailer in order to give them VIP treatment. The exercise uses purchase data for 60,000 customers. The background is described in "Customer Care at eTots.com" (UVA-M-0649).
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Learning Objectives