Price changes and defection levels in a subscription-type market: Can an estimation model really predict defection levels?

Journal of Services Marketing

Volumn 18, Issue 1, 2004, Pages 35-44

  Dawes, John ^a  

^a UNIVERSITY OF SOUTH AUSTRALIA   (Australia)

Author keywords

Customer loyalty; Customer satisfaction; Insurance; Pricing

Indexed keywords

EID: 84902523879     PISSN: 08876045     EISSN: None     Source Type: Journal    
DOI: 10.1108/08876040410520690     Document Type: Article

References (21)

1. Armstrong, J.S. (2001), “Evaluating forecasting methods”, in Armstrong, J.S. (Ed.), Principles of Forecasting: A Handbook for Researchers and Practitioners, Kluwer Academic Publishers, Boston, MA, pp. 443-472.
2. Chamberlin, E.H. (1933), The Theory of Monopolistic Competition, Harvard University Press, Cambridge, MA.
3. Danenberg, N. and Sharp, B. (1996), “Measuring loyalty in subscription markets using probabilistic estimates of switching behaviour”, in Australia New Zealand Marketing Educators Conference, Vol. 1, Auckland, Department of Marketing, University of Auckland, Auckland.
4. Dowling, G.R. and Uncles, M. (1997), “Do customer loyalty programs really work?”, Sloan Management Review, Vol. 38 No. 4, Summer, pp. 71-82.
5. East, R. and Hammond, K. (1996), “The erosion of repeat-purchase loyalty”, Marketing Letters, Vol. 7 No. 2, pp. 163-171.
6. East, R., Hogg, A. and Lomas, W. (1998), “The future of retail loyalty schemes”, Journal of Targeting, Measurement and Analysis for Marketing, Vol. 7 No. 1, pp. 11-21.
7. Ehrenberg, A.S.C. (1963), “Bivariate regression analysis is useless”, Applied Statistics, Vol. 12 No. 3, pp. 161-179.
8. Ehrenberg, A.S.C. (2000), “Repeat buying – facts, theory and applications”, Journal of Empirical Generalisations in Marketing Science, Vol. 5, pp. 392-770.
9. Ehrenberg, A.S.C. and England, L.R. (1990), “Generalising a pricing effect”, The Journal of Industrial Economics, Vol. 39, September, pp. 47-68.
10. García-Ferrer, A. (1998), “Professor Zellner: an interview for the International Journal of Forecasting”, International Journal of Forecasting, Vol. 14, September, pp. 303-312.
11. Hair, J.F. Jr, Anderson, R.E., Tatham, R.L. and Black, W.C. (1998), Multivariate Data Analysis, Prentice-Hall, Englewood Cliffs, NJ.
12. Kalyanaram, G. and Winer, R.S. (1995), “Empirical generalizations from reference price research”, Marketing Science, Vol. 14 No. 3, Part 2, pp. 161-169.
13. Lambin, J.J. (2000), Market-driven Management, Macmillan, London.
14. Mendenhall, W. and Sincich, T. (1996), A Second Course in Statistics: Regression Analysis, Prentice-Hall, Englewood Cliffs, NJ.
15. Rongstad, N. (1999), “Look deep in your housefile database for signs of impending customer defection”, Target Marketing, July, pp. 28-29.
16. Scriven, J. and Ehrenberg, A. (1999), “Patterns of response to price changes”, in Australian & New Zealand Marketing Academy Conference, CD Proceedings, School of Marketing, University of New South Wales, Sydney.
17. Sharp, B. and Sharp, A. (1997), “Loyalty programs and their impact on repeat-purchase loyalty patterns”, International Journal of Research in Marketing, Vol. 14 No. 5, pp. 473-486.
18. Sharp, B. and Wright, M. (1999), “There are two types of repeat purchase markets”, in 28th European Marketing Academy Conference, CD Proceedings, Institute of Marketing, Humboldt-University, Berlin.
19. Shedd, W. (1996), “Turning back churn”, Telecommunications, Vol. 30 No. 11, November, pp. 73-76.
20. Tellis, G.J. (1988), “The price elasticity of selective demand: a meta analysis of econometric models of sales”, Journal of Marketing Research, Vol. 25, November, pp. 331-341.
21. Tversky, A. and Kahneman, D. (1986), “Rational choice and the framing of decisions”, Journal of Business, Vol. 59 No. 4, Part 2, pp. S251-S278.