A bivariate timing model of customer acquisition and retention

Marketing Science

Volumn 27, Issue 5, 2008, Pages 829-843

  Schweidel, David A ^a   Fader, Peter S ^b   Bradlow, Eric T ^b  

^a UNIVERSITY OF WISCONSIN MADISON   (United States)

^b UNIVERSITY OF PENNSYLVANIA   (United States)

Author keywords

Customer acquisition; Customer relationship management; Customer retention; Stochastic models

Indexed keywords

EID: 60849112854     PISSN: 07322399     EISSN: 1526548X     Source Type: Journal    
DOI: 10.1287/mksc.1070.0328     Document Type: Article

References (29)

1. Berger, P. D., N. Nasr-Bechwati. 2001. The allocation of promotion budget to maximize customer equity. Omega 29(1) 49-61.
2. Bitran, G. R., S. V. Mondschein. 1996. Mailing decisions in the catalog sales industry. Management Sci. 42(9) 1364-1381.
3. Blattberg, R. C., J. Deighton. 1996. Manage marketing by the customer equity test. Harvard Bus. Rev. 74(4) 136-144.
4. Chintagunta, P. K., S. Haldar. 1998. Investigating purchase timing behavior in two related product categories. J. Marketing Res. 35(1) 43-53.
5. Danaher, P. J. 2007. Modeling page views across multiple websites with an application to Internet reach and frequency prediction. Marketing Sci. 26(3) 422-437.
6. Danaher, P. J., B. G. S. Hardie. 2005. Bacon with your eggs? Applications of a new bivariate beta-binomial distribution. Amer. Statistician 59(4) 282-286.
7. Farlie, D. J. G. 1960. The performance of some correlation coefficients for a general bivariate distribution. Biometrika 47(December) 307-323.
8. Follman, D. A., M. S. Goldberg. 1988. Distinguishing heterogeneity from decreasing hazard rates. Technometrics 30(4) 389-396.
9. Gupta, S., V. Zeithaml. 2006. Customer metrics and their impact on financial performance. Marketing Sci. 25(6) 718-739.
10. Gupta, S., D. R. Lehmann, J. A. Stuart. 2004. Valuing customers. J. Marketing Res. 41(1) 7-18.
11. Hansotia, B. J., P. Wang. 1997. Analytical challenges in customer acquisition. J. Direct Marketing 11(2) 7-19.
12. Jain, D., S. Singh. 2002. Customer lifetime value research in marketing: A review and future directions. J. Interactive Marketing 16(2) 34-46.
13. Johnson, N. L., S. Kotz. 1975. On some generalized Farlie-Gumbel- Morgenstern distributions. Comm. Statist. 4(5) 415-427.
14. Johnson, N. L., S. Kotz. 1977. On some generalized Farlie-Gumbel- Morgenstern distributions - II: Regression, correlation, and further generalizations. Comm. Statist.: Theory Methods A6(6) 485-496.
15. Kamakura, W., G. Russell. 1989. A probabilistic choice model for market segmentation and elasticity structure. J. Marketing Res. 26(November) 379-390.
16. Kamakura, W. A., B. S. Kossar, M. Wedel. 2004. Identifying innovators for the cross-selling of new products. Management Sci. 50(8) 1120-1133.
17. Kotz, S., N. Balakrishnan, N. L. Johnson. 2000. Continuous Multivariate Distributions, Volume 1: Models and Applications, Second Edition. John Wiley and Sons, New York.
18. Lee, M.-L. T. 1996. Properties and applications of the Sarmanov family of bivariate distributions. Comm. Statist.: Theory Methods 25(6) 1207-1222.
19. Lemon, K. N., T. B. White, R. S. Winer. 2002. Dynamic customer relationship management: Incorporating future considerations into the service retention decision. J. Marketing 66(January) 1-14.
20. Milne, G. R., A. Rohm. 2000. Consumer privacy and name removal across direct marketing channels: Exploring opt-in and opt-out alternatives. J. Public Policy Marketing 19(2) 238-249.
21. Morrison, D. G., D. C. Schmittlein. 1980. Jobs, strikes, and wars: Probability models for duration. Organ. Behav. Human Performance 25(2) 224-251.
22. Palmatier, R. W., S. Gopalakrishna, M. B. Houston. 2006. Returns on business-to-business relationship marketing investments: Strategies for leveraging profits. Marketing Sci. 25(5) 477-493.
23. Park, Y.-H., P. S. Fader. 2004. Modeling browsing behavior at multiple websites. Marketing Sci. 23(3) 280-303.
24. Reinartz, W., J. S. Thomas, V. Kumar. 2005. Balancing acquisition and retention resources to maximize customer profitability. J. Marketing 69(January) 63-79.
25. Rust, R. T., T. S. Chung. 2006. Marketing models of service and relationship. Marketing Sci. 25(6) 560-580.
26. Schwarz, G. 1978. Estimating the dimension of a model. Ann. Statist. 7(2) 461-464.
27. Seetharaman, P. B., P. K. Chintagunta. 2003. The proportional hazard model for purchase timing: A comparison of alternative specifications. J. Bus. Econom. Statist. 21(3) 368-382.
28. Sinha, R. K., M. Chandrashekaran. 1992. A split hazard model for analyzing the diffusion of innovations. J. Marketing Res. 29(1) 116-127.
29. Thomas, J. S. 2001. A methodology for linking customer acquisition and customer retention. J. Marketing Res. 38(2) 262-268.