Should You Punish or Reward Current Customers ?
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چکیده
منابع مشابه
Managing Customer Relationships Under Competition: Punish Or Reward Current Customers?
Companies spend enormous resources on customer relationship management (CRM), but there is no clear understanding on two seemingly simple, but critical questions: (1) Should firms reward or punish their current customers? (2) Can CRM be profitable in a competitive setting? While CRM practitioners are enthusiastic about its win-win potential for firms and customers, the extant theoretical litera...
متن کاملA Customer Management Dilemma: When to Punish or Reward Own Customers
Firms routinely use behavior based pricing (BBP), to segment customers by past purchase behavior. This paper answers a dilemma facing such firms – When should the firm reward existing customers as opposed to new customers? Further, the paper sheds insight on when behavior based pricing will increase or decrease profits in a competitive market. The analysis adds two features of customer behavior...
متن کاملDo You Reward and Punish In The Way You Think Others Expect You To?
This paper addresses three questions: (1) When deciding on whether to reward or punish someone, how does how you think others expect you to behave affect your decision? (2) Does it depend upon whether others expect you to reward them vs. punish them? (3) What is the interpretation of such a causal effect? We investigate these questions using a modification of the lost wallet trust game (Dufwenb...
متن کاملIf you are good you can have a cookie: How memories of childhood food rules link to adult eating behaviors.
OBJECTIVE The aim of this study was to determine whether memories of parental rules about food during childhood are linked to adult eating behaviors. METHOD An adult community sample (N=122) (56% female, 44% male) with a mean age of 44.6 years completed self-report measures of weight and dieting history, current eating patterns, and recollection of different types of rules about food from the...
متن کاملReciprocity as a social multiplier : The case of experience goods ¤
Reciprocal customers may disproportionately improve the performance of markets for experience goods. Reciprocal customers reward (punish) ...rms for providing good (bad) quality by upholding (terminating) the customer relation. This may induce ...rms to provide good quality. Reciprocal customers can be social multipliers in two ways. First, reciprocal customers cause a positive externality for ...
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تاریخ انتشار 2013