We investigate how costly acquisition and exchange of customer-specific information affects industry profit and consumer welfare. Consumers differ in their preferences for competing brands and in their switching costs between brands. Brand-producing firms use their acquired knowledge of customer-specific preferences to differentiate prices. We show that consumers are worse off when firms acquir...

The growth of the e-commerce sector has highlighted the importance of shipping fees. We empirically study the effects of shipping fees and marketing activities on customer acquisition, customer retention, and average expenditures using data from an online grocer. We find that shipping fees greatly influence order incidence rates and graduated shipping fees significantly affect average expenditu...

The widespread adoption of activity based costing enables rms to allocate common service costs to each customer allowing for precise measurement of both the cost to serve a particular customer and the customer's pro tability. In this paper, we investigate how the use of such customer cost information a ects a rm's customer acquisition and retention strategies, and ultimately its pro t using a t...

The present study presented as a general objective to determine the level of relationship between digital marketing and customer acquisition in company Agroindustrias Dane S.R.L., Tarapoto, 2022, methodology used was basic, correlational scope, quantitative approach non-experimental cross-sectional design. , sample consisted 201 employees company, who provided information through survey with qu...

This chapter aims to provide a complete characterization of the different perspectives of customer relationship management (CRM) and its potentialities to support knowledge management practices in a multinational context. It describes the strategic and technological dimensions of CRM and how its adoption supports the development of a learning and customer-focused organization, with special emph...

The exponential growth in number of telecom providers and unceasing competition in the market has caused telecom operators to divert their focus more towards customer retention rather than customer acquisition. Hence it becomes extremely essential to identify the factors causing a customer to switch and take proactive actions in order to retain them. The paper aims to review existing literature...