-
1
-
-
84990355943
-
The Calculation of Customer Lifetime Value (CLV): Theory and Practice
-
in, Bernd Stauss, ed., Ingolstadt, Germany: Catholic University of Eichstaett
-
Andon, Paul, Jane Baxter, and Graham Bradley (1998), "The Calculation of Customer Lifetime Value (CLV): Theory and Practice," in Proceedings of the EIASM Workshop on Quality Management in Services VIII, Bernd Stauss, ed. Ingolstadt, Germany: Catholic University of Eichstaett, 699-743.
-
(1998)
Proceedings of the EIASM Workshop on Quality Management in Services VIII
, pp. 699-743
-
-
Andon, P.1
Baxter, J.2
Bradley, G.3
-
2
-
-
0030194591
-
Manage Marketing by the Customer Equity Test
-
Blattberg, Robert C. and John Deighton (1996), "Manage Marketing by the Customer Equity Test,"Harvard Business Review, 74 (July-August), 136-144.
-
(1996)
Harvard Business Review
, vol.74
, Issue.July-August
, pp. 136-144
-
-
Blattberg, R.C.1
Deighton, J.2
-
3
-
-
25144473951
-
Customer Profitability: Irrelevant for Decisions?
-
Carroll, Peter and Madu Tadikonda (1997), "Customer Profitability: Irrelevant for Decisions?"Banking Strategy, 73 (November-December), 77-82.
-
(1997)
Banking Strategy
, vol.73
, Issue.November-December
, pp. 77-82
-
-
Carroll, P.1
Tadikonda, M.2
-
4
-
-
0002341699
-
Customer Lifetime Valuation to Support Marketing Decision Making
-
Dwyer, F. Robert (1989), "Customer Lifetime Valuation to Support Marketing Decision Making,"Journal of Direct Marketing, 3 (Autumn), 8-15.
-
(1989)
Journal of Direct Marketing
, vol.3
, Issue.Autumn
, pp. 8-15
-
-
Dwyer, F.R.1
-
5
-
-
0001932429
-
Developing Buyer-Selling Relationships
-
Dwyer, F. Robert, Paul H. Schurr, and Sejo Oh (1987), "Developing Buyer-Selling Relationships,"Journal of Marketing, 51 (April), 11-27.
-
(1987)
Journal of Marketing
, vol.51
, Issue.April
, pp. 11-27
-
-
Dwyer, F.R.1
Schurr, P.H.2
Oh, S.3
-
6
-
-
0001276941
-
Defensive Marketing Strategy by Customer Complaint Management: A Theoretical Analysis
-
Fornell, Claes and Birger Wernerfelt (1987), "Defensive Marketing Strategy by Customer Complaint Management: A Theoretical Analysis,"Journal of Marketing Research, 24 (November), 337-346.
-
(1987)
Journal of Marketing Research
, vol.24
, Issue.November
, pp. 337-346
-
-
Fornell, C.1
Wernerfelt, B.2
-
8
-
-
0030500171
-
The Relationships of Customer Satisfaction, Customer Loyalty, and Profitability: An Empirical Study
-
Hallowell, Roger (1996), "The Relationships of Customer Satisfaction, Customer Loyalty, and Profitability: An Empirical Study,"International Journal of Service Industry Management, 7 (October), 27-42.
-
(1996)
International Journal of Service Industry Management
, vol.7
, Issue.October
, pp. 27-42
-
-
Hallowell, R.1
-
9
-
-
0007248923
-
Analytical Challenges in Customer Acquisition
-
Hansotia, Behram J. and Paul Wang (1997), "Analytical Challenges in Customer Acquisition,"Journal of Direct Marketing, 11 (Spring), 7-19.
-
(1997)
Journal of Direct Marketing
, vol.11
, Issue.Spring
, pp. 7-19
-
-
Hansotia, B.J.1
Wang, P.2
-
10
-
-
33751569966
-
Vendor Consideration and Switching Behavior for Buyers in High-Technology Markets
-
Heide, Jan B. and Allen M. Weiss (1995), "Vendor Consideration and Switching Behavior for Buyers in High-Technology Markets,"Journal of Marketing, 59 (July), 30-43.
-
(1995)
Journal of Marketing
, vol.59
, Issue.July
, pp. 30-43
-
-
Heide, J.B.1
Weiss, A.M.2
-
11
-
-
0001629615
-
Putting the Service-Profit Chain to Work
-
Heskett, James L., Thomes O. Jones, Gary W. Loveman, W. Earl Sasser, Jr., and Leonard A. Schlesinger (1994), "Putting the Service-Profit Chain to Work,"Harvard Business Review, 72 (March-April), 164-174.
-
(1994)
Harvard Business Review
, vol.72
, Issue.March-April
, pp. 164-174
-
-
Heskett, J.L.1
Jones, T.O.2
Loveman, G.W.3
Earl Sasser Jr., W.4
Schlesinger, L.A.5
-
13
-
-
0011449537
-
Determining a Customer's Lifetime Value
-
52 (May), 24-32; and 52 (August), 28-30
-
Jackson, Donald (1989), "Determining a Customer's Lifetime Value,"Direct Marketing, 52 (March), 60-62; 52 (May), 24-32; and 52 (August), 28-30.
-
(1989)
Direct Marketing
, vol.52
, Issue.March
, pp. 60-62
-
-
Jackson, D.1
-
15
-
-
0005147951
-
Applications for the Lifetime Value Model in Modern Newspaper Publishing
-
Keane, Timothy J. and Paul Wang (1995), "Applications for the Lifetime Value Model in Modern Newspaper Publishing,"Journal of Direct Marketing, 9 (Spring), 59-66.
-
(1995)
Journal of Direct Marketing
, vol.9
, Issue.Spring
, pp. 59-66
-
-
Keane, T.J.1
Wang, P.2
-
16
-
-
85107910598
-
Customer Switching Behavior in Service Industries: An Exploratory Study
-
Keaveney, Susan M. (1995), "Customer Switching Behavior in Service Industries: An Exploratory Study,"Journal of Marketing, 59 (April), 71-82.
-
(1995)
Journal of Marketing
, vol.59
, Issue.April
, pp. 71-82
-
-
Keaveney, S.M.1
-
19
-
-
0001816315
-
Do Rewards Really Create Loyalty?
-
O'Brien, Luise and Charles Jones (1995), "Do Rewards Really Create Loyalty?"Harvard Business Review, 73 (May-June), 75-82.
-
(1995)
Harvard Business Review
, vol.73
, Issue.May-June
, pp. 75-82
-
-
O'Brien, L.1
Jones, C.2
-
20
-
-
0002229425
-
Analyzing and Reducing Customer Defections
-
Page, Mike J., Leyland F. Pitt, and Pierre Berthon (1996), "Analyzing and Reducing Customer Defections,"Long Range Planning, 29 (December), 821-834.
-
(1996)
Long Range Planning
, vol.29
, Issue.December
, pp. 821-834
-
-
Page, M.J.1
Pitt, L.F.2
Berthon, P.3
-
21
-
-
79959419279
-
Customer Defections Analysis and Management: A Graphic Approach
-
in David W. Cravens and P. R. Dickson, eds., AMA Educators' Proceedings
-
Pitt, Leyland F. and Mike J. Page (1993), "Customer Defections Analysis and Management: A Graphic Approach," in Enhancing Knowledge Development in Marketing, David W. Cravens and P. R. Dickson, eds., AMA Educators' Proceedings, 4 (Summer), 180-188.
-
(1993)
Enhancing Knowledge Development in Marketing
, vol.4
, Issue.Summer
, pp. 180-188
-
-
Pitt, L.F.1
Page, M.J.2
-
22
-
-
0027566971
-
Loyalty-Based Management
-
Reichheld, Frederick F. (1993), "Loyalty-Based Management,"Harvard Business Review, 71 (March-April), 64-73.
-
(1993)
Harvard Business Review
, vol.71
, Issue.March-April
, pp. 64-73
-
-
Reichheld, F.F.1
-
23
-
-
0025486182
-
Zero Defections: Quality Comes to Services
-
Reichheld, Frederick F. and W. Earl Sasser, Jr. (1990), "Zero Defections: Quality Comes to Services,"Harvard Business Review, 68 (September-October), 105-111.
-
(1990)
Harvard Business Review
, vol.68
, Issue.September-October
, pp. 105-111
-
-
Reichheld, F.F.1
Earl Sasser Jr., W.2
-
25
-
-
0012876922
-
-
doctoral dissertation, Swedish School of Economics and Business Administration, Helsingfors, Finland
-
Roos, Inger (1998), "Customer Switching Behavior in Retailing," doctoral dissertation, Swedish School of Economics and Business Administration, Helsingfors, Finland.
-
(1998)
Customer Switching Behavior in Retailing
-
-
Roos, I.1
-
26
-
-
0002511222
-
Diagnosing the Termination of Customer Relationships
-
in, Proceedings, American Marketing Association, ed., Chicago: American Marketing Association
-
Roos, Inger and Tore Strandvik (1997), "Diagnosing the Termination of Customer Relationships," in Special Conferences: New and Evolving Paradigms: The Emerging Future of Marketing, Proceedings, American Marketing Association, ed. Chicago: American Marketing Association, 617-631.
-
(1997)
Special Conferences: New and Evolving Paradigms: The Emerging Future of Marketing
, pp. 617-631
-
-
Roos, I.1
Strandvik, T.2
-
27
-
-
85107982221
-
Return on Quality (ROQ): Making Service Quality Financially Accountable
-
Rust, Ronald T., Anthony J. Zahorik, and Timothy L. Keiningham (1995), "Return on Quality (ROQ): Making Service Quality Financially Accountable,"Journal of Marketing, 59 (April), 58-70.
-
(1995)
Journal of Marketing
, vol.59
, Issue.April
, pp. 58-70
-
-
Rust, R.T.1
Zahorik, A.J.2
Keiningham, T.L.3
-
29
-
-
79959444191
-
-
[Analyzing Potential Sales to Existing Customers], doctoral dissertation, Europäischer Verlag der Wissenschaften, Frankfurt, Germany
-
Schulz, Bernhard (1995), "Kundenpotentialanalyse im Kundenstamm von Unternehmen" [Analyzing Potential Sales to Existing Customers], doctoral dissertation, Europäischer Verlag der Wissenschaften, Frankfurt, Germany.
-
(1995)
Kundenpotentialanalyse im Kundenstamm von Unternehmen
-
-
Schulz, B.1
-
32
-
-
0040249170
-
Customer Valuation: Linking Behavior and Economics
-
Wyner, Gordon A. (1996), "Customer Valuation: Linking Behavior and Economics,"Marketing Research, 8 (Summer), 36-38.
-
(1996)
Marketing Research
, vol.8
, Issue.Summer
, pp. 36-38
-
-
Wyner, G.A.1
-
33
-
-
0030548125
-
The Behavioral Consequences of Service Quality
-
Zeithaml, Valarie A., Leonard L. Berry, and Anantharanthan Parasuraman (1996), "The Behavioral Consequences of Service Quality,"Journal of Marketing, 60 (April), 31-46.
-
(1996)
Journal of Marketing
, vol.60
, Issue.April
, pp. 31-46
-
-
Zeithaml, V.A.1
Berry, L.L.2
Parasuraman, A.3
|