Dynamic Customer Acquisition and Retention Management
نویسندگان
چکیده
منابع مشابه
Acquisition versus Retention: Competitive Customer Relationship Management
Customer relationship management suggests that sellers identify their most valuable customers and provide special products/services to them, either immediately in an effort to build a sense of commitment to the firm (an acquisition strategy) or just as they are thinking of leaving (a retention strategy). While a monopolist profits most from an acquisition CRM strategy, assuming costs are held c...
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Two components central to the calculation of customer value are acquisition and retention propensities. However, while extant research has incorporated such components into different kinds of models, limited work has investigated the kinds of associations that may exist between them. In this research, we focus on the relationship between a prospective customer’s time until acquisition of a part...
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In any business to customer (B2C) or business to business (B2B) type of environment, a customer is the ultimate goal and objective. More often than not, it can be quite an issue. This perhaps due to the fact that organizations sometimes do not really understand of what actually goes on in a customer’s mind. As such, this predicament has provided as a challenge task to most business conglomerate...
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ژورنال
عنوان ژورنال: Production and Operations Management
سال: 2016
ISSN: 1059-1478,1937-5956
DOI: 10.1111/poms.12559