Even as salespeople increasingly adopt social media, sales research and practice struggle to understand how their application can help acquire customers. This article therefore explores empirically under which conditions media adoption enhances or impedes the customer acquisition performance of salespeople. According motivation literature, outcomes salespeople’s should depend fundamentally on i...

A novel survey dataset on computed tomography (CT) machine acquisition is used to explore which theories best answer two questions from the decision making literature. First, what determines how much uncertainty a firm has when investing in updated technology? Second, what determines the value of the acquisition? In answering these questions, two theoretical comparisons are conducted. In the fi...

CONTEXT One of the challenges in the fiercely competitive space of health organizations is responding to customers and building trust and satisfaction in them in the shortest time, with best quality and highest productivity. Hence the aim of this study is to survey the impact of customer relationship management (CRM) on organizational productivity, customer loyalty, satisfaction and trust in se...

cquisition channels are important predictors of customer loyalty in the first stages of a business–consumer relationship. Although some researchers have provided examples of the differences in the value of the customers businesses acquire via different channels, they have not considered the impact of acquisition channels on loyalty and cross-buying. Using probitmodels we explored how retention ...

In the past two decades, the notion of “customer relationship management” (CRM) has been widely discussed and researched. The associated language (such as “customer satisfaction”, “customer retention”, “spending habits of customers” and “analytical CRM systems”) and job positions (such as “customer relationship managers” and “customer services officers”) have been developed. The paradigm has be...

Currently, acquisition of resources in banks is subject to attraction of the resources of banking customers. Meanwhile, the Bank’s valuable customers are one of the best resources to make profit for banks. Several different models are introduced for evaluation of profitability of the customers; but most of them are classical models and they are unable to evaluate the customers in complete and o...

30 Process improvements to streamline contracting processes are often not undertaken because of the misconception that federal and agency-specific acquisition regulations are impediments. That misconception results from a desire to maintain acquisition integrity through the application of sometimes stringent standards and detailed processes, even when regulations and directives provide guidance...

This paper presents a new information acquisition problem motivated by business applications where customer data has to be acquired with a specific modeling objective in mind. In the last two decades there has been substantial work in two different fields optimal experimental design and machine learning – that has addressed the issue of acquiring data in a selective manner with a specific objec...

The application of Privacy Negotiation Techniques alleviates the PrivacyPersonalization trade-off by reconciling consumers' quest for Privacy with the service providers' personalization efforts. The kind and amount of personal data to be disclosed is individually settled. By applying the mechanisms of privacy negotiations to data collection for customer relationship management purposes, drop ou...

Currently, acquisition of resources in banks is subject to attraction of the resources of banking customers. Meanwhile, the Bank’s valuable customers are one of the best resources to make profit for banks. Several different models are introduced for evaluation of profitability of the customers; but most of them are classical models and they are unable to evaluate the customers in complete and o...