Target the Ego or Target the Group: Evidence from a Randomized Experiment in Proactive Churn Management
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DOI: 10.1287/mksc.2018.1099
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- Jaehwuen Jung & Ravi Bapna & Joseph M. Golden & Tianshu Sun, 2020. "Words Matter! Toward a Prosocial Call-to-Action for Online Referral: Evidence from Two Field Experiments," Information Systems Research, INFORMS, vol. 31(1), pages 16-36, March.
- Aurélie Lemmens & Sunil Gupta, 2020. "Managing Churn to Maximize Profits," Marketing Science, INFORMS, vol. 39(5), pages 956-973, September.
- Hugo Ribeiro & Belem Barbosa & Antonio C. Moreira & Ricardo Rodrigues, 2024. "Customer Experience, Loyalty, and Churn in Bundled Telecommunications Services," SAGE Open, , vol. 14(2), pages 21582440241, April.
- Miguel Godinho de Matos & Idris Adjerid, 2022. "Consumer Consent and Firm Targeting After GDPR: The Case of a Large Telecom Provider," Management Science, INFORMS, vol. 68(5), pages 3330-3378, May.
- Hugo Ribeiro & Belém Barbosa & António C. Moreira & Ricardo Rodrigues, 2024. "A closer look at customer experience with bundle telecommunication services and its impacts on satisfaction and switching intention," Journal of Marketing Analytics, Palgrave Macmillan, vol. 12(3), pages 668-686, September.
- Hugo Ribeiro & Belém Barbosa & António Carrizo Moreira & Ricardo Gouveia Rodrigues, 2024. "Determinants of churn in telecommunication services: a systematic literature review," Management Review Quarterly, Springer, vol. 74(3), pages 1327-1364, September.
- Xianghua Lu & Tian Lu & Chong (Alex) Wang & Ruofan Wu, 2021. "Can Social Notifications Help to Mitigate Payment Delinquency in Online Peer‐to‐Peer Lending?," Production and Operations Management, Production and Operations Management Society, vol. 30(8), pages 2564-2585, August.
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Keywords
churn management; client lifetime value; social networks; randomized experiment;All these keywords.
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