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| DecisionMaking Model of Credit Sale Based on the Estimated Probability of Business Opportunity |
| SUN Qingwen,LIU Xin,LUAN Xiaohui |
| Hebei University of Economics and Business, Shijiazhuang, China |
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Abstract This study made a good use of the Weibull function to effectively describe the characteristics of the customer lifetime changes for products sold on account and made a dynamic estimation on the probability of the existing business opportunities. In addition, it constructed the dynamic decisionmaking model by means of relevant revenueestimating methods and decisionmaking rules, which helps enterprises make optimal decisions for different types of customers subject to limited times. The opportunityestimating model effectively overcomes the defects such as high complexity of calculation and poor adaptability, when SMC model fits the lifetime characteristics of the customers by exponential function and Gamma function.
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Received: 06 May 2013
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2015, Vol. 12 
