-
1
-
-
84886542907
-
Customer Relationship Management - Concept
-
Strategy & Tools, Springer, Berlin
-
Kumar, V. and Reinartz, W.J. (2012) Customer Relationship Management - Concept, Strategy & Tools, Springer, Berlin.
-
(2012)
-
-
Kumar, V.1
Reinartz, W.J.2
-
2
-
-
61849151119
-
Managing Customers for Profit
-
Prentice Hall, Upper Saddle River, NJ
-
Kumar, V. (2008) Managing Customers for Profit, Prentice Hall, Upper Saddle River, NJ.
-
(2008)
-
-
Kumar, V.1
-
3
-
-
0003393684
-
Marketing Research
-
10th ed., John Wiley & Sons, Inc., Hoboken, NJ
-
Aaker, D.A., Kumar, V., Day, G., and Leone, R.P. (2010) Marketing Research, 10th ed., John Wiley & Sons, Inc., Hoboken, NJ.
-
(2010)
-
-
Aaker, D.A.1
Kumar, V.2
Day, G.3
Leone, R.P.4
-
4
-
-
84886545517
-
Gartner: CRM spending looking up
-
SearchCRM, accessed April 24, 2012
-
Beal, B. (2008) Gartner: CRM spending looking up. SearchCRM. http://searchcrm.techtarget.com/news/1311658/Gartner-CRM-spending-looking-up (accessed April 24, 2012).
-
(2008)
-
-
Beal, B.1
-
5
-
-
61849151119
-
Managing Customer for Profit
-
Prentice Hall, Upper Saddle River, NJ
-
Kumar, V. (2008) Managing Customer for Profit, Prentice Hall, Upper Saddle River, NJ.
-
(2008)
-
-
Kumar, V.1
-
6
-
-
0003606458
-
Building Data Mining Applications for CRM
-
McGraw-Hill, New York
-
Berson, A., Smith, S., and Thearling, K. (2000) Building Data Mining Applications for CRM, McGraw-Hill, New York.
-
(2000)
-
-
Berson, A.1
Smith, S.2
Thearling, K.3
-
7
-
-
28644448785
-
The vanishing mass market
-
accessed July 12, 2004
-
Bianco, A. (2004) The vanishing mass market. www.businessweek.com (accessed July 12, 2004).
-
(2004)
-
-
Bianco, A.1
-
8
-
-
84886448595
-
Kraft boosted by Cadbury purchase
-
accessed August 6, 2010
-
Farrell, G. (2010) Kraft boosted by Cadbury purchase. Financial Times, www.ft.com (accessed August 6, 2010).
-
(2010)
Financial Times
-
-
Farrell, G.1
-
10
-
-
84886485750
-
Tata Nano seeks footing as world's cheapest car
-
accessed February 15, 2011
-
Kurczweski, N. (2011) Tata Nano seeks footing as world's cheapest car. Edmunds Auto Observer, www.autoobserver.com (accessed February 15, 2011).
-
(2011)
Edmunds Auto Observer
-
-
Kurczweski, N.1
-
11
-
-
54149083175
-
Putting one-to-one marketing to work: personalization, customization, and choice
-
Arora, N., Dreze, X., Ghose, A. et al. (2008) Putting one-to-one marketing to work: personalization, customization, and choice. Marketing Letters, 19(3), 305-321.
-
(2008)
Marketing Letters
, vol.19
, Issue.3
-
-
Arora, N.1
Dreze, X.2
Ghose, A.3
-
12
-
-
1842554865
-
Return on marketing: using customer equity to focus marketing strategy
-
Rust, R., Lemon, K., and Zeithaml, V. (2004) Return on marketing: using customer equity to focus marketing strategy. Journal of Marketing, 68(1), 109-127.
-
(2004)
Journal of Marketing
, vol.68
, Issue.1
-
-
Rust, R.1
Lemon, K.2
Zeithaml, V.3
-
13
-
-
41649112741
-
Customer retention and price matching: the AFPs case
-
Manzur, E., Olavrireta, S., and Farias, P. (2008) Customer retention and price matching: the AFPs case. Journal of Business Research, 61(6), 691-696.
-
(2008)
Journal of Business Research
, vol.61
, Issue.6
-
-
Manzur, E.1
Olavrireta, S.2
Farias, P.3
-
14
-
-
84886490313
-
Sprint may cancel your service if you call customer service too often
-
accessed July 6, 2007
-
Nelson, R. (2007) Sprint may cancel your service if you call customer service too often. http://www.gadgetell.com/tech/comment/sprint-may-cancel-your-service-ifyou-call-customer-service-to-often/ (accessed July 6, 2007).
-
(2007)
-
-
Nelson, R.1
-
15
-
-
0035646217
-
A framework for customer relationship management
-
Winer, R.S. (2001) A framework for customer relationship management. California Management Review, 34, 89-105.
-
(2001)
California Management Review
, vol.34
, pp. 89-105
-
-
Winer, R.S.1
-
16
-
-
79952264282
-
The loyalty connection: secrets to customer retention and increased profits
-
CustomerThink Corporation, accessed April 24, 2012
-
Thompson, B. (2005) The loyalty connection: secrets to customer retention and increased profits. CustomerThink Corporation. http://www.rightnow.com/briefcasefiles/PDFs/The_Loyalty_Connection_Secrets_to_Customer_Retention_and_Increased_Profits.pdf (accessed April 24, 2012).
-
(2005)
-
-
Thompson, B.1
-
18
-
-
33846369569
-
Carriers go bonkers over bundling
-
accessed October 13, 2003
-
Caruso, J. (2003) Carriers go bonkers over bundling. Network World. http://www.networkworld.com/columnists/2003/1013edit.html (accessed October 13, 2003).
-
(2003)
Network World
-
-
Caruso, J.1
-
19
-
-
1442276814
-
Customer Winback: How to Recapture Lost Customers-And Keep Them Loyal
-
Jossey-Bass, San Francisco
-
Griffin, J. and Lowenstein, M.W. (2001) Customer Winback: How to Recapture Lost Customers-And Keep Them Loyal, Jossey-Bass, San Francisco.
-
(2001)
-
-
Griffin, J.1
Lowenstein, M.W.2
-
20
-
-
84886521144
-
Scoring big with customer win-back: leveraging the 'we want you back' opportunity
-
accessed March 2001
-
Griffin, J. (2002) Scoring big with customer win-back: leveraging the 'we want you back' opportunity. Marketing Times Online. http://www.wiley.com/WileyCDA/WileyTitle/productCd-0787946672.html (accessed March 2001).
-
(2002)
Marketing Times Online
-
-
Griffin, J.1
-
21
-
-
0005024595
-
New customer acquisition: prospecting models and the use of commercially available external data
-
Lix, T.S., Berger, P.D., and Magliozzi, T.L. (1995) New customer acquisition: prospecting models and the use of commercially available external data. Journal of Direct Marketing, 9(4), 8-18.
-
(1995)
Journal of Direct Marketing
, vol.9
, Issue.4
-
-
Lix, T.S.1
Berger, P.D.2
Magliozzi, T.L.3
-
22
-
-
31744441908
-
The effect of shipping fees on customer acquisition, customer retention, and purchase quantities
-
Lewis, M. (2006b) The effect of shipping fees on customer acquisition, customer retention, and purchase quantities. Journal of Retailing, 82(1), 13-23.
-
(2006)
Journal of Retailing
, vol.82
, Issue.1
-
-
Lewis, M.1
-
23
-
-
40549091974
-
The impact of marketing-induced versus word-of-mouth customer acquisition on customer equity growth
-
Villanueva, J., Yoo, S., and Hanssens, D.M. (2008) The impact of marketing-induced versus word-of-mouth customer acquisition on customer equity growth. Journal of Marketing Research, 45(1), 48-59.
-
(2008)
Journal of Marketing Research
, vol.45
, Issue.1
-
-
Villanueva, J.1
Yoo, S.2
Hanssens, D.M.3
-
24
-
-
33744544776
-
Customer acquisition promotions and customer asset value
-
Lewis, M. (2006a) Customer acquisition promotions and customer asset value. Journal of Marketing Research, 43(2), 195-203.
-
(2006)
Journal of Marketing Research
, vol.43
, Issue.2
-
-
Lewis, M.1
-
25
-
-
0007248923
-
Analytical challenges in customer acquisition
-
Hansotia, B.J. and Wang, P. (1997) Analytical challenges in customer acquisition. Journal of Direct Marketing, 11(2), 7-19.
-
(1997)
Journal of Direct Marketing
, vol.11
, Issue.2
-
-
Hansotia, B.J.1
Wang, P.2
-
26
-
-
0035534138
-
A methodology for linking customer acquisition to customer retention
-
Thomas, J.S. (2001) A methodology for linking customer acquisition to customer retention. Journal of Marketing Research, 38(2), 262-268.
-
(2001)
Journal of Marketing Research
, vol.38
, Issue.2
-
-
Thomas, J.S.1
-
27
-
-
13244292360
-
Balancing acquisition and retention resources to maximize customer profitability
-
Reinartz, W., Thomas, J.S. and Kumar, V. (2005) Balancing acquisition and retention resources to maximize customer profitability. Journal of Marketing, 69(1), 63-79.
-
(2005)
Journal of Marketing
, vol.69
, Issue.1
-
-
Reinartz, W.1
Thomas, J.S.2
Kumar, V.3
-
28
-
-
1442357155
-
Recapturing lost customers
-
Thomas, J.S., Blattberg, R.C., and Fox, E.J. (2004) Recapturing lost customers. Journal of Marketing Research, 41(1), 31-45.
-
(2004)
Journal of Marketing Research
, vol.41
, Issue.1
-
-
Thomas, J.S.1
Blattberg, R.C.2
Fox, E.J.3
-
29
-
-
0030194591
-
Manage marketing by the customer equity test
-
Blattberg, R.C. and Deighton, J. (1996) Manage marketing by the customer equity test. Harvard Business Review, 74(4), 136-144.
-
(1996)
Harvard Business Review
, vol.74
, Issue.4
-
-
Blattberg, R.C.1
Deighton, J.2
-
30
-
-
0006205914
-
The allocation of promotion budget to maximize customer equity
-
Berger, P.D. and Bechwati, N.N. (2001) The allocation of promotion budget to maximize customer equity. Omega, 29(1), 49-61.
-
(2001)
Omega
, vol.29
, Issue.1
-
-
Berger, P.D.1
Bechwati, N.N.2
-
31
-
-
63749127149
-
The chain from customer satisfaction via wordof- mouth referrals to new customer acquisition
-
Wangenheim, F. and Bayon, T. (2007) The chain from customer satisfaction via wordof- mouth referrals to new customer acquisition. Journal of the Academy of Marketing Science, 35(2), 233-249.
-
(2007)
Journal of the Academy of Marketing Science
, vol.35
, Issue.2
-
-
Wangenheim, F.1
Bayon, T.2
-
32
-
-
60849112854
-
A bivariate timing model of customer acquisition and retention
-
Schweidel, D.A., Fader, P.S., and Bradlow, E.T. (2008) A bivariate timing model of customer acquisition and retention. Marketing Science, 27(5), 829-843.
-
(2008)
Marketing Science
, vol.27
, Issue.5
-
-
Schweidel, D.A.1
Fader, P.S.2
Bradlow, E.T.3
-
33
-
-
32644478238
-
Customer development and retention on a Web-banking site
-
Meer, G.V. (2006) Customer development and retention on a Web-banking site. Journal of Interactive Marketing, 20(1), 58-64.
-
(2006)
Journal of Interactive Marketing
, vol.20
, Issue.1
-
-
Meer, G.V.1
-
34
-
-
40949141914
-
Two-level customer retention in the US mobile telecommunications service market
-
Seo, D., Ranganathan, C., and Babad, Y. (2008) Two-level customer retention in the US mobile telecommunications service market. Telecommunications Policy, 32, 182-196.
-
(2008)
Telecommunications Policy
, vol.32
, pp. 182-196
-
-
Seo, D.1
Ranganathan, C.2
Babad, Y.3
-
35
-
-
33744544776
-
Customer acquisition promotions and customer asset value
-
Lewis, M. (2006a) Customer acquisition promotions and customer asset value. Journal of Marketing Research, 43(2), 195-203.
-
(2006)
Journal of Marketing Research
, vol.43
, Issue.2
-
-
Lewis, M.1
-
36
-
-
0242381929
-
Understanding the effect of customer relationship management efforts on customer retention and customer share development
-
Verhoef, P.C. (2003) Understanding the effect of customer relationship management efforts on customer retention and customer share development. Journal of Marketing, 67(4), 30-45.
-
(2003)
Journal of Marketing
, vol.67
, Issue.4
-
-
Verhoef, P.C.1
-
37
-
-
19844362489
-
The effect of acquisition channels on customer loyalty and cross-buying
-
Verhoef, P.C. and Donkers, B. (2005) The effect of acquisition channels on customer loyalty and cross-buying. Journal of Interactive Marketing, 19(2), 31-43.
-
(2005)
Journal of Interactive Marketing
, vol.19
, Issue.2
-
-
Verhoef, P.C.1
Donkers, B.2
-
38
-
-
0032344641
-
When customers are members: customer retention in paid membership contexts
-
Bhattacharya, C.B. (1998) When customers are members: customer retention in paid membership contexts. Journal of the Academy of Marketing Science, 26(1), 31-44.
-
(1998)
Journal of the Academy of Marketing Science
, vol.26
, Issue.1
-
-
Bhattacharya, C.B.1
-
39
-
-
60849112854
-
A bivariate timing model of customer acquisition and retention
-
Schweidel, D.A., Fader, P.S., and Bradlow, E.T. (2008) A bivariate timing model of customer acquisition and retention. Marketing Science, 27(5), 829-843.
-
(2008)
Marketing Science
, vol.27
, Issue.5
-
-
Schweidel, D.A.1
Fader, P.S.2
Bradlow, E.T.3
-
40
-
-
0034360983
-
On the profitability of long-life customers in a noncontractual setting: an empirical investigation and implications for marketing
-
Reinartz, W.J. and Kumar, V. (2000) On the profitability of long-life customers in a noncontractual setting: an empirical investigation and implications for marketing. Journal of Marketing, 64(4), 17-35.
-
(2000)
Journal of Marketing
, vol.64
, Issue.4
-
-
Reinartz, W.J.1
Kumar, V.2
-
41
-
-
33947584449
-
The effects of loyalty programs on customer lifetime duration and share of wallet
-
Meyer-Waarden, L. (2007) The effects of loyalty programs on customer lifetime duration and share of wallet. Journal of Retailing, 83(2), 223-236.
-
(2007)
Journal of Retailing
, vol.83
, Issue.2
-
-
Meyer-Waarden, L.1
-
42
-
-
0032220721
-
A dynamic model of the duration of the customer's relationship with a continuous service provider: the role of satisfaction
-
Bolton, R.N. (1998) A dynamic model of the duration of the customer's relationship with a continuous service provider: the role of satisfaction. Marketing Science, 17(1), 45-65.
-
(1998)
Marketing Science
, vol.17
, Issue.1
-
-
Bolton, R.N.1
-
44
-
-
0035534138
-
A methodology for linking customer acquisition to customer retention
-
Thomas, J.S. (2001) A methodology for linking customer acquisition to customer retention. Journal of Marketing Research, 38(2), 262-268.
-
(2001)
Journal of Marketing Research
, vol.38
, Issue.2
-
-
Thomas, J.S.1
-
45
-
-
0033247750
-
A dynamic model of customers' usage of services: usage as an antecedent and consequence of satisfaction
-
Bolton, R.N. and Lemon, K.N. (1999) A dynamic model of customers' usage of services: usage as an antecedent and consequence of satisfaction. Journal of Marketing Research, 36(2), 171-186.
-
(1999)
Journal of Marketing Research
, vol.36
, Issue.2
-
-
Bolton, R.N.1
Lemon, K.N.2
-
46
-
-
2142793133
-
Long-run effects of promotion depth on new versus established customers: three field studies
-
Anderson, E.T. and Simester, D.I. (2004) Long-run effects of promotion depth on new versus established customers: three field studies. Marketing Science, 23(1), 4-20.
-
(2004)
Marketing Science
, vol.23
, Issue.1
-
-
Anderson, E.T.1
Simester, D.I.2
-
47
-
-
31744441908
-
The effect of shipping fees on customer acquisition, customer retention, and purchase quantities
-
Lewis, M. (2006b) The effect of shipping fees on customer acquisition, customer retention, and purchase quantities. Journal of Retailing, 82(1), 13-23.
-
(2006)
Journal of Retailing
, vol.82
, Issue.1
-
-
Lewis, M.1
-
48
-
-
0030194591
-
Manage marketing by the customer equity test
-
Blattberg, R.C. and Deighton, J. (1996) Manage marketing by the customer equity test. Harvard Business Review, 74(4), 136-144.
-
(1996)
Harvard Business Review
, vol.74
, Issue.4
-
-
Blattberg, R.C.1
Deighton, J.2
-
49
-
-
0006205914
-
The allocation of promotion budget to maximize customer equity
-
Berger, P.D. and Bechwati, N.N. (2001) The allocation of promotion budget to maximize customer equity. Omega, 29(1), 49-61.
-
(2001)
Omega
, vol.29
, Issue.1
-
-
Berger, P.D.1
Bechwati, N.N.2
-
50
-
-
0036001755
-
Dynamic customer relationship management: incorporating future considerations into the service retention decision
-
Lemon, K.N., White, T.B., & Winer, R.S. (2002) Dynamic customer relationship management: incorporating future considerations into the service retention decision. Journal of Marketing, 66(1), 1-14.
-
(2002)
Journal of Marketing
, vol.66
, Issue.1
-
-
Lemon, K.N.1
White, T.B.2
Winer, R.S.3
-
51
-
-
0036532641
-
Bayesian neural network learning for repeat purchase modelling in direct marketing
-
Baesens, B., Viaene, S., Van den Poel, D., Vanthienen, J., and Dedene, G. (2002) Bayesian neural network learning for repeat purchase modelling in direct marketing. European Journal of Operational Research, 138(1), 191-211.
-
(2002)
European Journal of Operational Research
, vol.138
, Issue.1
-
-
Baesens, B.1
Viaene, S.2
Van Den Poel, D.3
Vanthienen, J.4
Dedene, G.5
-
52
-
-
33845545323
-
The effect of service experiences over time on a supplier's retention of business customers
-
Bolton, R.N., Lemon, K.N., and Bramlett, M.D. (2006) The effect of service experiences over time on a supplier's retention of business customers. Management Science, 52(12), 1811-1823.
-
(2006)
Management Science
, vol.52
, Issue.12
-
-
Bolton, R.N.1
Lemon, K.N.2
Bramlett, M.D.3
-
53
-
-
33644669349
-
The goal-gradient hypothesis resurrected: purchase acceleration, illusionary goal progress, and customer retention
-
Kivetz, R., Urminsky, O., and Zheng, Y. (2006) The goal-gradient hypothesis resurrected: purchase acceleration, illusionary goal progress, and customer retention. Journal of Marketing Research, 43(1), 39-58.
-
(2006)
Journal of Marketing Research
, vol.43
, Issue.1
-
-
Kivetz, R.1
Urminsky, O.2
Zheng, Y.3
-
54
-
-
23044520418
-
Implications of loyalty program membership and service experiences for customer retention and value
-
Bolton, R., Kannan, P., and Bramlett, M. (2000) Implications of loyalty program membership and service experiences for customer retention and value. Journal of the Academy of Marketing Science, 28(1), 95-108.
-
(2000)
Journal of the Academy of Marketing Science
, vol.28
, Issue.1
-
-
Bolton, R.1
Kannan, P.2
Bramlett, M.3
-
55
-
-
38849086727
-
Customer lifetime value measurement
-
Borle, S., Singh, S.S., and Jain, D.C. (2008) Customer lifetime value measurement. Management Science, 54(1), 100-112.
-
(2008)
Management Science
, vol.54
, Issue.1
-
-
Borle, S.1
Singh, S.S.2
Jain, D.C.3
-
56
-
-
77649099645
-
Customer loyalty and lifetime value: an empirical investigation of consumer packaged goods
-
Zhang, J.Q., Dixit, A., and Friedmann, R. (2010) Customer loyalty and lifetime value: an empirical investigation of consumer packaged goods. Journal of Marketing Theory & Practice, 18(2), 127-139.
-
(2010)
Journal of Marketing Theory & Practice
, vol.18
, Issue.2
-
-
Zhang, J.Q.1
Dixit, A.2
Friedmann, R.3
-
57
-
-
13244292360
-
Balancing acquisition and retention resources to maximize customer profitability
-
Reinartz, W., Thomas, J.S. and Kumar, V. (2005) Balancing acquisition and retention resources to maximize customer profitability. Journal of Marketing, 69(1), 63-79.
-
(2005)
Journal of Marketing
, vol.69
, Issue.1
-
-
Reinartz, W.1
Thomas, J.S.2
Kumar, V.3
-
58
-
-
33847065381
-
Do loyalty programs really enhance behavioral loyalty? An empirical analysis accounting for selfselecting members
-
Leenheer, J., van Heerde, H.J., Bijmolt, T.H.A., and Smidts, A. (2007) Do loyalty programs really enhance behavioral loyalty? An empirical analysis accounting for selfselecting members. International Journal of Research in Marketing, 24(1), 31-47.
-
(2007)
International Journal of Research in Marketing
, vol.24
, Issue.1
-
-
Leenheer, J.1
Van Heerde, J.H.2
Bijmolt, T.H.A.3
Smidts, A.4
-
59
-
-
0004296209
-
Econometric Analysis
-
4th ed., Upper Saddle River, NJ: Prentice Hall
-
Greene, W.H. (2000) Econometric Analysis, 4th ed., Upper Saddle River, NJ: Prentice Hall.
-
(2000)
-
-
Greene, W.H.1
-
60
-
-
0035534138
-
A methodology for linking customer acquisition to customer retention
-
Thomas, J.S. (2001) A methodology for linking customer acquisition to customer retention. Journal of Marketing Research, 38(2), 262-268.
-
(2001)
Journal of Marketing Research
, vol.38
, Issue.2
-
-
Thomas, J.S.1
-
61
-
-
0006205914
-
The allocation of promotion budget to maximize customer equity
-
Berger, P.D. and Bechwati, N.N. (2001) The allocation of promotion budget to maximize customer equity. Omega, 29(1), 49-61.
-
(2001)
Omega
, vol.29
, Issue.1
-
-
Berger, P.D.1
Bechwati, N.N.2
-
62
-
-
13244292360
-
Balancing acquisition and retention resources to maximize customer profitability
-
Reinartz, W., Thomas, J.S. and Kumar, V. (2005) Balancing acquisition and retention resources to maximize customer profitability. Journal of Marketing, 69(1), 63-79.
-
(2005)
Journal of Marketing
, vol.69
, Issue.1
-
-
Reinartz, W.1
Thomas, J.S.2
Kumar, V.3
-
63
-
-
0030194591
-
Manage marketing by the customer equity test
-
Blattberg, R.C. and Deighton, J. (1996) Manage marketing by the customer equity test. Harvard Business Review, 74(4), 136-144.
-
(1996)
Harvard Business Review
, vol.74
, Issue.4
-
-
Blattberg, R.C.1
Deighton, J.2
-
64
-
-
31744441908
-
The effect of shipping fees on customer acquisition, customer retention, and purchase quantities
-
Lewis, M. (2006b) The effect of shipping fees on customer acquisition, customer retention, and purchase quantities. Journal of Retailing, 82(1), 13-23.
-
(2006)
Journal of Retailing
, vol.82
, Issue.1
-
-
Lewis, M.1
-
65
-
-
33744544776
-
Customer acquisition promotions and customer asset value
-
Lewis, M. (2006a) Customer acquisition promotions and customer asset value. Journal of Marketing Research, 43(2), 195-203.
-
(2006)
Journal of Marketing Research
, vol.43
, Issue.2
-
-
Lewis, M.1
-
66
-
-
0001669161
-
Correction for truncation bias caused by a latent truncation variable
-
Bloom, E.D. and Killingsworth, R.M. (1985) Correction for truncation bias caused by a latent truncation variable. Journal of Econometrics, 27(1), 131-135.
-
(1985)
Journal of Econometrics
, vol.27
, Issue.1
-
-
Bloom, E.D.1
Killingsworth, R.M.2
-
67
-
-
60849112854
-
A bivariate timing model of customer acquisition and retention
-
Schweidel, D.A., Fader, P.S., and Bradlow, E.T. (2008) A bivariate timing model of customer acquisition and retention. Marketing Science, 27(5), 829-843.
-
(2008)
Marketing Science
, vol.27
, Issue.5
-
-
Schweidel, D.A.1
Fader, P.S.2
Bradlow, E.T.3
-
68
-
-
0002388693
-
Properties and applications of the Sarmanov family of bivariate distributions
-
Lee, M.L.T. (1996) Properties and applications of the Sarmanov family of bivariate distributions. Communications in Statistics: Theory Methods, 25(6), 1207-1222.
-
(1996)
Communications in Statistics: Theory Methods
, vol.25
, Issue.6
-
-
Lee, M.L.T.1
-
69
-
-
12444296525
-
Determinants of subscriber churn and customer loyalty in the Korean mobile telephony market
-
Kim, H.-S. and Yoon, C.-H. (2004) Determinants of subscriber churn and customer loyalty in the Korean mobile telephony market. Telecommunications Policy, 28(9-10), 751-765.
-
(2004)
Telecommunications Policy
, vol.28
, Issue.9-10
, pp. 751-765
-
-
Kim, H.-S.1
Yoon, C.-H.2
-
70
-
-
0037262355
-
Factors influencing the likelihood of customer defection: the role of consumer knowledge
-
Capraro, A., Broniarczyk, S., and Srivastava, R. (2003) Factors influencing the likelihood of customer defection: the role of consumer knowledge. Journal of the Academy of Marketing Science, 31(2), 164-175.
-
(2003)
Journal of the Academy of Marketing Science
, vol.31
, Issue.2
-
-
Capraro, A.1
Broniarczyk, S.2
Srivastava, R.3
-
71
-
-
10444274107
-
Customer base analysis: partial defection of behaviourally loyal clients in a non-contractual FMCG retail setting
-
Buckinx, W. and Van den Poel, D. (2005) Customer base analysis: partial defection of behaviourally loyal clients in a non-contractual FMCG retail setting. European Journal of Operational Research, 164(1), 252-268.
-
(2005)
European Journal of Operational Research
, vol.164
, Issue.1
-
-
Buckinx, W.1
Van Den Poel, D.2
-
72
-
-
33750584243
-
Customer churn analysis: churn determinants and mediation effects of partial defection in the Korean mobile telecommunications service industry
-
Ahn, J.-H., Han, S.-P., and Lee, Y.-S. (2006) Customer churn analysis: churn determinants and mediation effects of partial defection in the Korean mobile telecommunications service industry. Telecommunications Policy, 30(10-11), 552-568.
-
(2006)
Telecommunications Policy
, vol.30
, Issue.10-11
, pp. 552-568
-
-
Ahn, J.-H.1
Han, S.-P.2
Lee, Y.-S.3
-
73
-
-
41849138400
-
Survival analysis of a household portfolio of insurance policies: how much time do you have to stop total customer defection
-
Brockett, P.L., Golden, L.L., Guillen, M. et al. (2008) Survival analysis of a household portfolio of insurance policies: how much time do you have to stop total customer defection? Journal of Risk and Insurance, 75(3), 713-737.
-
(2008)
Journal of Risk and Insurance
, vol.75
, Issue.3
, pp. 713-737
-
-
Brockett, P.L.1
Golden, L.L.2
Guillen, M.3
-
74
-
-
33744526493
-
Bagging and boosting classification trees to predict churn
-
Lemmens, A. and Croux, C. (2006) Bagging and boosting classification trees to predict churn. Journal of Marketing Research, 43(2), 276-286.
-
(2006)
Journal of Marketing Research
, vol.43
, Issue.2
-
-
Lemmens, A.1
Croux, C.2
-
75
-
-
56349124270
-
A modified Pareto/NBD approach for predicting customer lifetime value
-
Glady, N., Baesens, B., and Croux, C. (2009) A modified Pareto/NBD approach for predicting customer lifetime value. Expert Systems with Applications, 36(2), 2062-2071.
-
(2009)
Expert Systems with Applications
, vol.36
, Issue.2
-
-
Glady, N.1
Baesens, B.2
Croux, C.3
-
76
-
-
0036510350
-
Optimal pricing of new subscription services: analysis of a market experiment
-
Danaher, P.J. (2002) Optimal pricing of new subscription services: analysis of a market experiment. Marketing Science, 21(2), 119-138.
-
(2002)
Marketing Science
, vol.21
, Issue.2
-
-
Danaher, P.J.1
-
78
-
-
33846103520
-
Improving the diagnosis and prediction of customer churn: a heterogeneous hazard modeling approach
-
Jamal, Z. and Bucklin, R.E. (2006) Improving the diagnosis and prediction of customer churn: a heterogeneous hazard modeling approach. Journal of Interactive Marketing, 20(3-4), 16-29.
-
(2006)
Journal of Interactive Marketing
, vol.20
, Issue.3-4
, pp. 16-29
-
-
Jamal, Z.1
Bucklin, R.E.2
-
79
-
-
1842478892
-
Customer attrition analysis for financial services using proportional hazard models
-
Van den Poel, D. and Lariviere, B. (2004) Customer attrition analysis for financial services using proportional hazard models. European Journal of Operational Research, 157(1), 196-217.
-
(2004)
European Journal of Operational Research
, vol.157
, Issue.1
-
-
Van Den Poel, D.1
Lariviere, B.2
-
80
-
-
0035478854
-
Random forests
-
Breiman, L. (2001) Random forests. Machine Learning, 45(1), 5-32.
-
(2001)
Machine Learning
, vol.45
, Issue.1
-
-
Breiman, L.1
-
81
-
-
0000599944
-
Attrition bias in experimental and panel data: the Gary income maintenance experiment
-
Hausman, A.J. and Wise, A.D. (1979) Attrition bias in experimental and panel data: the Gary income maintenance experiment. Econometrica, 47(2), 455-473.
-
(1979)
Econometrica
, vol.47
, Issue.2
-
-
Hausman, A.J.1
Wise, A.D.2
-
82
-
-
0001736509
-
Attrition bias in econometric models estimated with panel data
-
Winer, S.R. (1983) Attrition bias in econometric models estimated with panel data. Journal of Marketing Research, 20(2), 177-186.
-
(1983)
Journal of Marketing Research
, vol.20
, Issue.2
-
-
Winer, S.R.1
-
84
-
-
0015980662
-
Covariance analysis of censored survival data
-
Breslow, N. (1974) Covariance analysis of censored survival data. Biometrics, 30(1), 89-99.
-
(1974)
Biometrics
, vol.30
, Issue.1
-
-
Breslow, N.1
-
85
-
-
33847659604
-
Computer assisted customer churn management: state-of-the-art and future trends
-
Hadden, J., Tiwari, A., Roy, R., and Ruta, D. (2005) Computer assisted customer churn management: state-of-the-art and future trends. Computers & Operations Research, 34(10), 2902-2917.
-
(2005)
Computers & Operations Research
, vol.34
, Issue.10
-
-
Hadden, J.1
Tiwari, A.2
Roy, R.3
Ruta, D.4
-
86
-
-
33744509693
-
Defection detection: measuring and understanding the predictive accuracy of customer churn models
-
Neslin, S.A., Gupta, S., Kamakura, W. et al. (2006) Defection detection: measuring and understanding the predictive accuracy of customer churn models. Journal of Marketing Research, 43(2), 204-211.
-
(2006)
Journal of Marketing Research
, vol.43
, Issue.2
-
-
Neslin, S.A.1
Gupta, S.2
Kamakura, W.3
-
87
-
-
1442325870
-
Regaining service customers: costs and benefits of regaining management
-
Strauss, B. and Friege, C. (1999) Regaining service customers: costs and benefits of regaining management. Journal of Service Research, 1(4), 347-361.
-
(1999)
Journal of Service Research
, vol.1
, Issue.4
-
-
Strauss, B.1
Friege, C.2
-
88
-
-
1442357155
-
Recapturing lost customers
-
Thomas, J., Blattberg, R.C., and Fox, E.J. (2004) Recapturing lost customers. Journal of Marketing Research, 41(1), 31-45.
-
(2004)
Journal of Marketing Research
, vol.41
, Issue.1
-
-
Thomas, J.1
Blattberg, R.C.2
Fox, E.J.3
-
89
-
-
33846328322
-
The WOW factor: creating value through win-back offers to reacquire lost customers
-
Tokman, M., Davis, L.M., and Lemon, K.N. (2007) The WOW factor: creating value through win-back offers to reacquire lost customers. Journal of Retailing, 83(1), 47-64.
-
(2007)
Journal of Retailing
, vol.83
, Issue.1
-
-
Tokman, M.1
Davis, L.M.2
Lemon, K.N.3
-
90
-
-
13244292360
-
Balancing acquisition and retention resources to maximize customer profitability
-
Reinartz, W.J., Thomas, J., and Kumar, V. (2005) Balancing acquisition and retention resources to maximize customer profitability. Journal of Marketing, 69(1), 63-79.
-
(2005)
Journal of Marketing
, vol.69
, Issue.1
-
-
Reinartz, W.J.1
Thomas, J.2
Kumar, V.3
-
91
-
-
61849151119
-
Managing Customers for Profit: Strategies to Increase Profits and Build Loyalty
-
Prentice Hall, Upper Saddle River, NJ
-
Kumar, V. (2008) Managing Customers for Profit: Strategies to Increase Profits and Build Loyalty, Prentice Hall, Upper Saddle River, NJ.
-
(2008)
-
-
Kumar, V.1
-
92
-
-
60849103824
-
The power of CLV: managing customer lifetime value at IBM
-
Kumar, V., Venkatesan, R., Bohling, T., and Beckmann, D. (2008) The power of CLV: managing customer lifetime value at IBM. Marketing Science, 27(4), 585-599.
-
(2008)
Marketing Science
, vol.27
, Issue.4
-
-
Kumar, V.1
Venkatesan, R.2
Bohling, T.3
Beckmann, D.4
-
93
-
-
0001947325
-
Customer lifetime valuation to support marketing decision making
-
Dwyer, F.R. (1997) Customer lifetime valuation to support marketing decision making. Journal of Direct Marketing, 11(4), 6-13.
-
(1997)
Journal of Direct Marketing
, vol.11
, Issue.4
-
-
Dwyer, F.R.1
-
94
-
-
33750946176
-
Managing retailer profitability - one customer at a time
-
Kumar, V., Shah, D., and Venkatesan, R. (2006) Managing retailer profitability - one customer at a time. Journal of Retailing, 82(4), 277-294.
-
(2006)
Journal of Retailing
, vol.82
, Issue.4
-
-
Kumar, V.1
Shah, D.2
Venkatesan, R.3
-
95
-
-
4644312789
-
A customer lifetime value framework for customer selections and resource allocation strategy
-
Venkatesan, R. and Kumar, V. (2004) A customer lifetime value framework for customer selections and resource allocation strategy. Journal of Marketing, 68(4), 106-125.
-
(2004)
Journal of Marketing
, vol.68
, Issue.4
-
-
Venkatesan, R.1
Kumar, V.2
-
97
-
-
23044518118
-
Service quality, profitability, and the economic worth of customers: what we know and what we need to learn
-
Zeithaml, V.A. (2000) Service quality, profitability, and the economic worth of customers: what we know and what we need to learn. Academy of Marketing Science Journal, 1(28), 67-85.
-
(2000)
Academy of Marketing Science Journal
, vol.1
, Issue.28
-
-
Zeithaml, V.A.1
-
98
-
-
0040078268
-
Customer lifetime value research in marketing: a review and future directions
-
Jain, D. and Singh, S. (2002) Customer lifetime value research in marketing: a review and future directions. Journal of Interactive Marketing, 16(2), 34-46.
-
(2002)
Journal of Interactive Marketing
, vol.16
, Issue.2
-
-
Jain, D.1
Singh, S.2
-
99
-
-
84881849922
-
Implementing profitability through a customer lifetime value management framework
-
Kumar, V., Venkatesan, R., and Rajan, B. (2009) Implementing profitability through a customer lifetime value management framework. GfK Marketing Intelligence Review, 2(4), 32-43.
-
(2009)
GfK Marketing Intelligence Review
, vol.2
, Issue.4
-
-
Kumar, V.1
Venkatesan, R.2
Rajan, B.3
-
100
-
-
61849092814
-
Customer Lifetime Value - The Path to Profitability
-
Now Publisher, Hanover, MA
-
Kumar, V. (2007) Customer Lifetime Value - The Path to Profitability, Now Publisher, Hanover, MA.
-
(2007)
-
-
Kumar, V.1
-
101
-
-
39749169702
-
Interaction orientation and firm performance
-
Ramani, G. and Kumar, V. (2008) Interaction orientation and firm performance. Journal of Marketing, 72(1), 27-45.
-
(2008)
Journal of Marketing
, vol.72
, Issue.1
-
-
Ramani, G.1
Kumar, V.2
-
102
-
-
61849151119
-
Managing Customers for Profit: Strategies to Increase Profits and Build Loyalty
-
Prentice Hall, Upper Saddle River, NJ
-
Kumar, V. (2008) Managing Customers for Profit: Strategies to Increase Profits and Build Loyalty, Prentice Hall, Upper Saddle River, NJ.
-
(2008)
-
-
Kumar, V.1
-
103
-
-
77956296609
-
Corporate blogs as e-CRM tools - building consumer engagement through content management
-
Ahuja, V. and Medury, Y. (2010) Corporate blogs as e-CRM tools - building consumer engagement through content management. Journal of Database Marketing & Customer Strategy Management, 17(2), 91-105.
-
(2010)
Journal of Database Marketing & Customer Strategy Management
, vol.17
, Issue.2
-
-
Ahuja, V.1
Medury, Y.2
-
104
-
-
84886481568
-
Creating a measurable social media marketing strategy for hokey pokey: increasing the value and ROI of intangibles and tangibles
-
forthcoming
-
Kumar, V., Bhaskaran, V., Mirchandani, R., and Shah, M. (forthcoming) Creating a measurable social media marketing strategy for hokey pokey: increasing the value and ROI of intangibles and tangibles. Marketing Science.
-
Marketing Science
-
-
Kumar, V.1
Bhaskaran, V.2
Mirchandani, R.3
Shah, M.4
-
105
-
-
84855324709
-
Social coupons as a marketing strategy: a multifaceted perspective
-
Kumar, V. and Rajan, B. (2011) Social coupons as a marketing strategy: a multifaceted perspective. Journal of the Academy of Marketing Science, 40(1), 120-136.
-
(2011)
Journal of the Academy of Marketing Science
, vol.40
, Issue.1
-
-
Kumar, V.1
Rajan, B.2
-
106
-
-
0003393684
-
Marketing Research
-
JohnWiley & Sons, Inc., Hoboken, NJ
-
Aaker, D., Kumar, V., Day, G., and Leone, R.P. (2010) Marketing Research, JohnWiley & Sons, Inc., Hoboken, NJ.
-
(2010)
-
-
Aaker, D.1
Kumar, V.2
Day, G.3
Leone, R.P.4
-
107
-
-
28744448414
-
The coming era of brand-in-the-hand marketing
-
Fall
-
Sultan, F. and Rohm, A. (2005) The coming era of brand-in-the-hand marketing. Sloan Management Review, 47(Fall), 83-90.
-
(2005)
Sloan Management Review
, vol.47
, pp. 83-90
-
-
Sultan, F.1
Rohm, A.2
-
108
-
-
0035605718
-
Individual marketing with imperfect targetability
-
Chen, Y., Narasimhan, C., and Zhang, J. (2001) Individual marketing with imperfect targetability. Marketing Science, 20(1), 23-24.
-
(2001)
Marketing Science
, vol.20
, Issue.1
-
-
Chen, Y.1
Narasimhan, C.2
Zhang, J.3
-
109
-
-
54149083175
-
Putting one-to-one marketing to work: personalization, customization, and choice
-
Arora, N., Dreze, X., Ghose, A. et al. (2008) Putting one-to-one marketing to work: personalization, customization, and choice. Marketing Letters, 19, 305-321.
-
(2008)
Marketing Letters
, vol.19
, pp. 305-321
-
-
Arora, N.1
Dreze, X.2
Ghose, A.3
-
110
-
-
0012549594
-
Quantitative Models in Marketing Research
-
Cambridge University Press, Cambridge
-
Franses, P.H. and Paap, R. (2001) Quantitative Models in Marketing Research, Cambridge University Press, Cambridge.
-
(2001)
-
-
Franses, P.H.1
Paap, R.2
-
111
-
-
0003665389
-
Log-linear Models
-
Sage, Beverly Hills, CA
-
Knoke, D. and Burke, P.J. (1980) Log-linear Models, Sage, Beverly Hills, CA.
-
(1980)
-
-
Knoke, D.1
Burke, P.J.2
-
112
-
-
17744362303
-
Persistence Modeling for Assessing Marketing Strategy Performance
-
Marketing Science Institute, Cambridge, MA
-
Dekimpe, M.G. and Hanssens, D.M. (2004) Persistence Modeling for Assessing Marketing Strategy Performance, Marketing Science Institute, Cambridge, MA.
-
(2004)
-
-
Dekimpe, M.G.1
Hanssens, D.M.2
-
113
-
-
85036258669
-
Distribution of the estimators for autoregressive time series with a unit root
-
Dickey, D.A. and Fuller, W.A. (1979) Distribution of the estimators for autoregressive time series with a unit root. Journal of the American Statistical Association, 74(366), 427-431.
-
(1979)
Journal of the American Statistical Association
, vol.74
, Issue.366
-
-
Dickey, D.A.1
Fuller, W.A.2
-
114
-
-
40549091974
-
The impact of marketing-induced versus word-of-mouth customer acquisition on customer equity growth
-
Villanueva, J., Yoo, S., and Hanssens, D.M. (2008) The impact of marketing-induced versus word-of-mouth customer acquisition on customer equity growth. Journal of Marketing Research, 45(1), 48-59.
-
(2008)
Journal of Marketing Research
, vol.45
, Issue.1
-
-
Villanueva, J.1
Yoo, S.2
Hanssens, D.M.3
-
115
-
-
84928438100
-
Measuring the long term effects of public policy: the case of narcotics use and property crime
-
Powers, K., Hanssens, D.M., Hser, Y.-I., and Anglin, M.D. (1991) Measuring the long term effects of public policy: the case of narcotics use and property crime. Management Science, 37(6), 627-644.
-
(1991)
Management Science
, vol.37
, Issue.6
-
-
Powers, K.1
Hanssens, D.M.2
Hser, Y.-I.3
Anglin, M.D.4
-
116
-
-
0012549594
-
Quantitative Models in Marketing Research
-
Cambridge University Press, Cambridge
-
Franses, P.H. and Paap, R. (2001) Quantitative Models in Marketing Research, Cambridge University Press, Cambridge.
-
(2001)
-
-
Franses, P.H.1
Paap, R.2
-
117
-
-
0012549594
-
Quantitative Models in Marketing Research
-
Cambridge University Press, Cambridge
-
Franses, P.H. and Paap, R. (2001) Quantitative Models in Marketing Research, Cambridge University Press, Cambridge.
-
(2001)
-
-
Franses, P.H.1
Paap, R.2
-
118
-
-
0012549594
-
Quantitative Models in Marketing Research
-
Cambridge University Press, Cambridge
-
Franses, P.H. and Paap, R. (2001) Quantitative Models in Marketing Research, Cambridge University Press, Cambridge.
-
(2001)
-
-
Franses, P.H.1
Paap, R.2
-
119
-
-
0004296209
-
Econometric Analysis
-
4th ed., Prentice Hall, Upper Saddle River, NJ
-
Greene, W.H. (2000) Econometric Analysis, 4th ed., Prentice Hall, Upper Saddle River, NJ.
-
(2000)
-
-
Greene, W.H.1
-
120
-
-
0012829794
-
Logit and Probit: Ordered and Multinomial Models
-
Sage, Thousand Oaks, CA
-
Borooah, V.K. (2001) Logit and Probit: Ordered and Multinomial Models, Sage, Thousand Oaks, CA.
-
(2001)
-
-
Borooah, V.K.1
-
121
-
-
0002297105
-
Conditional logit analysis of qualitative choice behaviour
-
ed. P. Zarembka), Academic Press, New York
-
McFadden, D. (1973) Conditional logit analysis of qualitative choice behaviour, in Frontiers in Econometrics (ed. P. Zarembka), Academic Press, New York.
-
(1973)
Frontiers in Econometrics
-
-
McFadden, D.1
-
122
-
-
0004296209
-
Econometric Analysis
-
4th ed., Prentice Hall, Upper Saddle River, NJ
-
Greene, W.H. (2000) Econometric Analysis, 4th ed., Prentice Hall, Upper Saddle River, NJ.
-
(2000)
-
-
Greene, W.H.1
-
123
-
-
33746134177
-
Microeconometrics: Methods and Applications
-
Cambridge University Press, New York
-
Cameron, A.C. and Trivedi, P.K. (2005) Microeconometrics: Methods and Applications, Cambridge University Press, New York.
-
(2005)
-
-
Cameron, A.C.1
Trivedi, P.K.2
-
124
-
-
0004215922
-
Applied Survival Analysis
-
John Wiley & Sons, Inc., New York
-
Le, C.T. (1997) Applied Survival Analysis, John Wiley & Sons, Inc., New York.
-
(1997)
-
-
Le, C.T.1
-
125
-
-
33746134177
-
Microeconometrics: Methods and Applications
-
Cambridge University Press, New York
-
Cameron, A.C. and Trivedi, P.K. (2005) Microeconometrics: Methods and Applications, Cambridge University Press, New York.
-
(2005)
-
-
Cameron, A.C.1
Trivedi, P.K.2
-
126
-
-
0003496954
-
The Statistical Analysis of Failure Time Data
-
John Wiley & Sons, Inc., New York
-
Kalbfleisch, J.D. and Prentice, R.L. (1980) The Statistical Analysis of Failure Time Data, John Wiley & Sons, Inc., New York.
-
(1980)
-
-
Kalbfleisch, J.D.1
Prentice, R.L.2
-
127
-
-
0012549594
-
Quantitative Models in Marketing Research
-
Cambridge University Press, Cambridge
-
Franses, P.H. and Paap, R. (2001) Quantitative Models in Marketing Research, Cambridge University Press, Cambridge.
-
(2001)
-
-
Franses, P.H.1
Paap, R.2
-
128
-
-
0003433758
-
Regression Analysis of Count Data
-
Cambridge University Press, New York
-
Cameron, A.C. and Trivedi, P.K. (1998) Regression Analysis of Count Data, Cambridge University Press, New York.
-
(1998)
-
-
Cameron, A.C.1
Trivedi, P.K.2
-
129
-
-
0003559593
-
Analysis of Panel Data
-
2nd ed., Cambridge University Press, Cambridge
-
Hsiao, C. (2003) Analysis of Panel Data, 2nd ed., Cambridge University Press, Cambridge.
-
(2003)
-
-
Hsiao, C.1
-
130
-
-
0004296209
-
Econometric Analysis
-
4th ed., Prentice Hall, Upper Saddle River, NJ
-
Greene, W.H. (2000) Econometric Analysis, 4th ed., Prentice Hall, Upper Saddle River, NJ.
-
(2000)
-
-
Greene, W.H.1
-
131
-
-
0003433758
-
Regression Analysis of Count Data
-
Cambridge University Press, New York
-
Cameron, A.C. and Trivedi, P.K. (1998) Regression Analysis of Count Data, Cambridge University Press, New York.
-
(1998)
-
-
Cameron, A.C.1
Trivedi, P.K.2
-
132
-
-
0035534138
-
A methodology for linking customer acquisition to customer retention
-
Thomas, J.S. (2001) A methodology for linking customer acquisition to customer retention. Journal of Marketing Research, 38(2), 262-268.
-
(2001)
Journal of Marketing Research
, vol.38
, Issue.2
-
-
Thomas, J.S.1
-
133
-
-
0000917415
-
A probabilistic choice model for market segmentation and elasticity structure
-
Kamakura, W.A. and Russell, G.J. (1989) A probabilistic choice model for market segmentation and elasticity structure. Journal of Marketing Research, 26(4), 379-390.
-
(1989)
Journal of Marketing Research
, vol.26
, Issue.4
-
-
Kamakura, W.A.1
Russell, G.J.2
|