View Item 

Show simple item record

Dynamic Customer Acquisition and Retention Management
dc.contributor.authorKing, Gregory J.
dc.contributor.authorChao, Xiuli
dc.contributor.authorDuenyas, Izak
dc.date.accessioned2016-10-17T21:19:00Z
dc.date.available2017-10-05T14:33:49Zen
dc.date.issued2016-08
dc.identifier.citationKing, Gregory J.; Chao, Xiuli; Duenyas, Izak (2016). "Dynamic Customer Acquisition and Retention Management." Production and Operations Management 25(8): 1332-1343.
dc.identifier.issn1059-1478
dc.identifier.issn1937-5956
dc.identifier.urihttps://hdl.handle.net/2027.42/134194
dc.publisherPriceton University Press
dc.publisherWiley Periodicals, Inc.
dc.subject.otherOM‐Marketing Interface
dc.subject.otherService Operations
dc.subject.otherDynamic Programming
dc.titleDynamic Customer Acquisition and Retention Management
dc.typeArticleen_US
dc.rights.robotsIndexNoFollow
dc.subject.hlbsecondlevelIndustrial and Operations Engineering
dc.subject.hlbtoplevelEngineering
dc.description.peerreviewedPeer Reviewed
dc.description.bitstreamurlhttp://deepblue.lib.umich.edu/bitstream/2027.42/134194/1/poms12559.pdf
dc.description.bitstreamurlhttp://deepblue.lib.umich.edu/bitstream/2027.42/134194/2/poms12559_am.pdf
dc.description.bitstreamurlhttp://deepblue.lib.umich.edu/bitstream/2027.42/134194/3/poms12559-sup-0001-Appendix.pdf
dc.identifier.doi10.1111/poms.12559
dc.identifier.sourceProduction and Operations Management
dc.identifier.citedreferencePorteus, E., S. Whang. 1991. On manufacturing/marketing incentives. Management Sci. 37 ( 9 ): 1166 – 1181.
dc.identifier.citedreferenceChen, F. 2005. Salesforce incentives, market information, and production/inventory planning. Management Sci. 51 ( 1 ): 60 – 75.
dc.identifier.citedreferenceChen, W., Q. Feng, S. Seshadri. 2013. Sourcing from suppliers with random yield for price dependent demand. Ann. Oper. Res. 208 ( 1 ): 557 – 579.
dc.identifier.citedreferenceDong, Y., Y. Yao, T. Cui. 2011. When acquisition spoils retention: Direct selling vs. delegation under crm. Management Sci. 57 ( 7 ): 1288 – 1299.
dc.identifier.citedreferenceFruchter, G. E., Z. J. Zhang. 2004. Dynamic targeted promotions. J. Serv. Res. 7 ( 1 ): 3 – 19.
dc.identifier.citedreferenceGonik, J. 1978. Tie saleman’s bonuses to forecasts. Harv. Bus. Rev. 56 ( 1 ): 116 – 123.
dc.identifier.citedreferenceGrossman, S. J., O. D. Hart. 1983. An analysis of the principal‐agent problem. Econometrica 51 ( 1 ): 7 – 45.
dc.identifier.citedreferenceGupta, A. K., K. G. Smith, C. E. Shalley. 2006. The interplay between exploration and exploitation. Acad. Manage. J. 49 ( 4 ): 693 – 706.
dc.identifier.citedreferenceHall, J., E. Porteus. 2000. Customer service competition in capacitated systems. Manuf. Serv. Oper. Manag. 2 ( 2 ): 144 – 165.
dc.identifier.citedreferenceHolmstrom, B. 1979. Moral hazard and observability. Bell J. Econ. 10 ( 1 ): 74 – 91.
dc.identifier.citedreferenceHomburg, C., V. Steiner, D. Totzek. 2009. Managing dynamics in a customer portfolio. J. Market. 73 ( 5 ): 70 – 89.
dc.identifier.citedreferenceMatos, C. A., J. L. Henrique, C. A. Rossi. 2007. Service recovery paradox: A meta‐analysis. J. Serv. Res. 10 ( 1 ): 60 – 77.
dc.identifier.citedreferenceOlsen, T., R. Parker. 2008. Inventory management under market size dynamics. Management Sci. 54 ( 1 ): 1805 – 1821.
dc.identifier.citedreferenceMarch, J. G. 1991. Exploration and exploitation in organizational learning. Organ. Sci. 2 ( 1 ): 71 – 87.
dc.identifier.citedreferenceRaju, J., V. Srinivasan. 1996. Quota‐based compensation plans for multiterritory heterogeneous salesforces. Management Sci. 42 ( 10 ): 1454 – 1462.
dc.identifier.citedreferenceReinartz, W., J. Thomas, V. Kumar. 2005. Balancing acquisition and retention resources to maximize customer profitability. J. Market. 69 ( 1 ): 63 – 79.
dc.identifier.citedreferenceShavell, S. 1979. Moral hazard and observability. Q. J. Econ. 93 ( 4 ) 541 – 562.
dc.identifier.citedreferenceSpreng, R. A., G. D. Harrell, R. D. Mackoy. 1995. Service recovery: Impact on satisfaction and intentions. J. Serv. Mark. 9 ( 1 ): 15 – 23.
dc.identifier.citedreferenceThomas, J. 2001. A methodology for linking customer acquisition to customer retention. J. Mark. Res. 38 ( 2 ): 262 – 268.
dc.identifier.citedreferenceTopkis, D. 1998. Supermodularity and Complementarity. Priceton University Press, Princeton, New Jersey.
dc.identifier.citedreferenceAhn, H. S., T. Olsen. 2011. Inventory competition with subscriptions. Working paper. Ross School of Business, University of Michigan, Ann Arbor, MI 48019.
dc.identifier.citedreferenceBlattberg, R., J. Deighton. 1996. Manage marketing by the customer equity test. Harv. Bus. Rev. 74 ( 4 ): 136 – 144.
dc.owningcollnameInterdisciplinary and Peer-Reviewed


Files in this item

Name:
poms12559.pdf
Size:
297.8KB
Format:
PDF
View/Open
Name:
poms12559_am.pdf
Size:
455.8KB
Format:
PDF
View/Open
Name:
poms12559-sup-0001-Appendix.pdf
Size:
246.0KB
Format:
PDF
View/Open

Show simple item record

Remediation of Harmful Language

The University of Michigan Library aims to describe library materials in a way that respects the people and communities who create, use, and are represented in our collections. Report harmful or offensive language in catalog records, finding aids, or elsewhere in our collections anonymously through our metadata feedback form. More information at Remediation of Harmful Language.

Accessibility

If you are unable to use this file in its current format, please select the Contact Us link and we can modify it to make it more accessible to you.