Table 2 Formula for the stock and flow...

Table 2

Formula for the stock and flow variable

Name		Formula/parameter
Potential customers	Pc(t)	$- \int N e (t) d t$	(1)
Entry customers	Ec(t)	$\int [N e (t) - L L e (t) - A w i n i t i a l (t)] d t$	(2)
Growth customers	Gc(t)	$\int [L L e (t) - H F L P e (t) - L F H P e (t) - A w 1 s t (t)] d t$	(3)
HFLP customers	HFLP c(t)	$\int [H F L P e (t) + B s l e (t) + L b s l e (t) - H F L P h l e (t) - A w 2 n d (t)] d t$	(4)
LFHP customers	LFHP c(t)	$\int [L F H P e (t) + B l l e (t) + L b l l e (t) - L F H P h l e (t) - A w 3 r d (t)] d t$	(5)
Quasi-excellent customers	Qec(t)	$\int [L F H P h l e (t) + H F L P h l e (t) + B h l e (t) - B l l e (t) - B s l e (t) - T l e (t) - A w 4 t h (t)] d t$	(6)
Excellent customers	Exc(t)	$\int [T l e (t) - B h l e (t) - L b s l e (t) - L b l l e (t) - A w 5 t h (t)] d t$	(7)
Accumulated 7iD members	Ac7iD	$\int N e (t) d t$	(8)
Low loyalty experience	Lle(t)	Ec(t) × Lle rate	(9)
HFLP experience	HFLPe(t)	Gc(t) × HFLPe rate	(10)
HFLP to high loyalty experience	HFLPhle(t)	HFLPc (t) × HFLPhle rate	(11)
LFHP experience	LFHPe(t)	Gc(t) × LFHPe rate	(12)
Backward spurious loyalty experience	Bsle(t)	Qec(t) × Bsle rate	(13)
LFHP to high loyalty experience	LFHPhle(t)	LFHPc(t) × LFHPhle rate	(14)
Backward latent loyalty experience	Blle(t)	Qec(t) × Blle rate	(15)
True loyalty experience	Tle(t)	Qec(t) × Tle rate	(16)
Backward high loyalty experience	Bhle(t)	Exc(t) × Bhle rate	(17)
Leap backward latent loyalty experience	Lblle(t)	Exc (t) × Lblle rate	(18)
Leap backward spurious loyalty experience	Lbsle(t)	Exc(t) × Lbsle rate	(19)
Apps withdrawals i	Aw i(t)	j consumers(t) × Withdrawal rate i	(20)

Name		Formula/parameter
Potential customers	Pc(t)	$- \int N e (t) d t$	(1)
Entry customers	Ec(t)	$\int [N e (t) - L L e (t) - A w i n i t i a l (t)] d t$	(2)
Growth customers	Gc(t)	$\int [L L e (t) - H F L P e (t) - L F H P e (t) - A w 1 s t (t)] d t$	(3)
HFLP customers	HFLP c(t)	$\int [H F L P e (t) + B s l e (t) + L b s l e (t) - H F L P h l e (t) - A w 2 n d (t)] d t$	(4)
LFHP customers	LFHP c(t)	$\int [L F H P e (t) + B l l e (t) + L b l l e (t) - L F H P h l e (t) - A w 3 r d (t)] d t$	(5)
Quasi-excellent customers	Qec(t)	$\int [L F H P h l e (t) + H F L P h l e (t) + B h l e (t) - B l l e (t) - B s l e (t) - T l e (t) - A w 4 t h (t)] d t$	(6)
Excellent customers	Exc(t)	$\int [T l e (t) - B h l e (t) - L b s l e (t) - L b l l e (t) - A w 5 t h (t)] d t$	(7)
Accumulated 7iD members	Ac7iD	$\int N e (t) d t$	(8)
Low loyalty experience	Lle(t)	Ec(t) × Lle rate	(9)
HFLP experience	HFLPe(t)	Gc(t) × HFLPe rate	(10)
HFLP to high loyalty experience	HFLPhle(t)	HFLPc (t) × HFLPhle rate	(11)
LFHP experience	LFHPe(t)	Gc(t) × LFHPe rate	(12)
Backward spurious loyalty experience	Bsle(t)	Qec(t) × Bsle rate	(13)
LFHP to high loyalty experience	LFHPhle(t)	LFHPc(t) × LFHPhle rate	(14)
Backward latent loyalty experience	Blle(t)	Qec(t) × Blle rate	(15)
True loyalty experience	Tle(t)	Qec(t) × Tle rate	(16)
Backward high loyalty experience	Bhle(t)	Exc(t) × Bhle rate	(17)
Leap backward latent loyalty experience	Lblle(t)	Exc (t) × Lblle rate	(18)
Leap backward spurious loyalty experience	Lbsle(t)	Exc(t) × Lbsle rate	(19)
Apps withdrawals i	Aw i(t)	j consumers(t) × Withdrawal rate i	(20)

Note(s): HFLP = high-frequency low-purchasing; LFHP = low-frequency high-purchasing. Let the subscript terms i and j be the following ordinal numbers: i = {Initial, 1st, 2nd, 3rd, 4th, 5th}, j = {Entry, Growth, HFLP, LFHP, Quasi-excellent, Excellent}

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