Research note: A dynamic programming approach to customer relationship pricing

Management Science

Volumn 51, Issue 6, 2005, Pages 986-994

  Lewis, Michael ^a  

^a UNIVERSITY OF FLORIDA   (United States)

Author keywords

Customer relationship management; Customer valuation; Pricing research

Indexed keywords

CUSTOMER RELATIONSHIP MANAGEMENT; CUSTOMER VALUATION; PRICING POLICIES; PRICING RESEARCH;

COSTS; CUSTOMER SATISFACTION; DYNAMIC PROGRAMMING; MARKETING; OPTIMIZATION; PUBLIC POLICY; PURCHASING;

INDUSTRIAL MANAGEMENT;

EID: 22544466409     PISSN: 00251909     EISSN: None     Source Type: Journal    
DOI: 10.1287/mnsc.1050.0373     Document Type: Article

References (17)

1. Barboza, Steven. 1993. The price is right. Folio 22(8) 58-59, 118-119.
2. Berger, Paul, Nada Nasr. 1998. Customer lifetime value: Marketing models and applications. J. Interactive Marketing 12(1) 17-30.
3. Bitran, Gabriel R., Susana V. Mondschein. 1995. Mailing decisions in the catalog sales industry. Management Sci. 42(9) 1364-1381.
4. Dowling, Grahame R., Mark Uncles. 1997. Do customer loyalty programs really work? Sloan Management Rev. 38(Summer) 71-82.
5. Erdem, Tulin, Susuma Imai, Michael Keane. 2003. Brand and quantity choice dynamics under price uncertainty. Quant. Marketing Econom. 1(1) 5-64.
6. Feinberg, F., Aradhna Krishna, Z. John Zhang. 2002. Do we care what others get? A behaviorist approach to targeted promotions. J. Marketing Res. 39(3) 277-291.
7. Freedman, Eric. 1997. Price-raising tricks of the trade. Folio 26(8) 54.
8. Gonul, Fusun, Meng Ze Shi. 1998. Optimal mailing of catalogs: A methodology using estimable structural dynamic programming models. Management Sci. 44(9) 1249-1262.
9. Gupta, Sunil, Donald Lehmann, Jennifer Stuart. 2004. Valuing customers. J. Marketing Res. 41(1) 7-18.
10. Kamakura, Wagner, Gary J. Russell. 1989. A probabilistic choice model for market segmentation and elasticity structure. J. Marketing Res. 26(November) 379-390.
11. Neslin, Scott. 2002. Sales Promotion. Marketing Science Institute, Cambridge, MA.
12. Rao, V. 1993. Pricing models in marketing. J. Eliashberg, G. Lilien, eds. Handbooks in OR & MS, Vol. 5. Elsevier Science, North Holland, The Netherlands, 517-549.
13. Reichheld, F., T. Teal. 1996. The Loyalty Effect. Harvard Business School Press, Boston, MA.
14. Reinartz, W., V. Kumar. 2000. On the profitability of long-life customers in a noncontractual setting: An empirical investigation and implications for marketing. J. Marketing 64(October) 17-35.
15. Rigby, D., F. Reichheld, P. Schefter. 2002. Avoid the four perils of CRM. Harvard Bus. Rev. 80(2) 101-109.
16. Sun, B., S. Neslin, K. Srinivasan. 2004. Estimating brand switching elasticities more accurately by accounting for rational consumer purchase strategies. J. Marketing Res. 40(4) 389-405.
17. Vogel, Harold. 1998. Entertainment Industry Economics. Cambridge University Press, Cambridge, UK.