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Impact of online channel use on customer revenues and costs to serve: Considering product portfolios and self-selection

Citations

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Cited by:

  1. Alon Eizenberg, 2016. "Estimating the impact of interacting with sales representatives on customer-specific revenue and churn behavior," Quantitative Marketing and Economics (QME), Springer, vol. 14(4), pages 325-351, December.
  2. Zagalaz Jiménez, José Ramón & Aguiar Díaz, Inmaculada, 2019. "Educational level and Internet banking," Journal of Behavioral and Experimental Finance, Elsevier, vol. 22(C), pages 31-40.
  3. Elisa Montaguti & Scott A. Neslin & Sara Valentini, 2016. "Can Marketing Campaigns Induce Multichannel Buying and More Profitable Customers? A Field Experiment," Marketing Science, INFORMS, vol. 35(2), pages 201-217, March.
  4. Li, Xi & Dahana, Wirawan Dony & Li, Tongmao & Yuan, Jingbo, 2021. "Behavioral changes of multichannel customers: Their persistence and influencing factors," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
  5. Aiolfi Simone & Edoardo Sabbadin, 2017. "The New Paradigm of the Omnichannel Retailing: Key Drivers, New Challenges and Potential Outcomes Resulting from the Adoption of an Omnichannel Approach," International Journal of Business and Management, Canadian Center of Science and Education, vol. 13(1), pages 1-85, December.
  6. Hu, Tun-I & Tracogna, Andrea, 2020. "Multichannel customer journeys and their determinants: Evidence from motor insurance," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
  7. Komal Nagar, 2018. "Assessing the Impact of Online Retailer Models on Consumer’s Attitude and Purchase Intentions," IIM Kozhikode Society & Management Review, , vol. 7(1), pages 1-12, January.
  8. Sajad Rezaei & Wan Khairuzzaman Wan Ismail, 2014. "Examining online channel selection behaviour among social media shoppers: a PLS analysis," International Journal of Electronic Marketing and Retailing, Inderscience Enterprises Ltd, vol. 6(1), pages 28-51.
  9. Andrew T. Crecelius & Justin M. Lawrence & Ju-Yeon Lee & Son K. Lam & Lisa K. Scheer, 2019. "Effects of channel members’ customer-centric structures on supplier performance," Journal of the Academy of Marketing Science, Springer, vol. 47(1), pages 56-75, January.
  10. Du, Yiwei & Cui, Miao & Su, Jingqin, 2018. "Implementation processes of online and offline channel conflict management strategies in manufacturing enterprises: A resource orchestration perspective," International Journal of Information Management, Elsevier, vol. 39(C), pages 136-145.
  11. Wang Yixin & Gong Qiguo & Wang Tingyan & Tian Xin, 2021. "The Effect of Online Channel Addition on Store Performance: Empirical Evidence from Chinese Chain Retailers," Journal of Systems Science and Information, De Gruyter, vol. 9(4), pages 356-377, August.
  12. Konuş, Umut & Neslin, Scott A. & Verhoef, Peter C., 2014. "The effect of search channel elimination on purchase incidence, order size and channel choice," International Journal of Research in Marketing, Elsevier, vol. 31(1), pages 49-64.
  13. Kalayci, Eda & Becker, Jan U. & Barrot, Christian, 2024. "Understanding customers’ choice for digital D2C versus multi-brand operations," Journal of Retailing, Elsevier, vol. 100(2), pages 256-273.
  14. Chen, Pingping & Zhao, Ruiqing & Yan, Yingchen & Li, Xiang, 2020. "Promotional pricing and online business model choice in the presence of retail competition," Omega, Elsevier, vol. 94(C).
  15. Alagöz, Nazli, 2024. "Promotion and technological change in the music industry," Other publications TiSEM 511ceba0-62a0-4c60-a76c-f, Tilburg University, School of Economics and Management.
  16. Hannes Datta & George Knox & Bart J. Bronnenberg, 2018. "Changing Their Tune: How Consumers’ Adoption of Online Streaming Affects Music Consumption and Discovery," Marketing Science, INFORMS, vol. 37(1), pages 5-21, January.
  17. Theresa Maria Rausch & Tobias Albrecht & Daniel Baier, 2022. "Beyond the beaten paths of forecasting call center arrivals: on the use of dynamic harmonic regression with predictor variables," Journal of Business Economics, Springer, vol. 92(4), pages 675-706, May.
  18. Betancourt, Roger R. & Chocarro, Raquel & Cortiñas, Monica & Elorz, Margarita & Mugica, Jose Miguel, 2016. "Channel Choice in the 21st Century: The Hidden Role of Distribution Services," Journal of Interactive Marketing, Elsevier, vol. 33(C), pages 1-12.
  19. Tamaddoni, Ali & Seenivasan, Satheesh & Pallant, Jason I. & Skiera, Bernd, 2023. "Investigating the effect of status changes in review platforms," International Journal of Research in Marketing, Elsevier, vol. 40(1), pages 189-209.
  20. Tolga Bilgicer & Kamel Jedidi & Donald Lehmann & Scott Neslin, 2015. "The Long-Term Effect of Multichannel Usage on Sales," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 2(1), pages 41-56, March.
  21. Verhoef, Peter C. & Kannan, P.K. & Inman, J. Jeffrey, 2015. "From Multi-Channel Retailing to Omni-Channel Retailing," Journal of Retailing, Elsevier, vol. 91(2), pages 174-181.
  22. Leeflang, Peter S.H. & Verhoef, Peter C. & Dahlström, Peter & Freundt, Tjark, 2014. "Challenges and solutions for marketing in a digital era," European Management Journal, Elsevier, vol. 32(1), pages 1-12.
  23. Adam Vrechopoulos & Chris Lazaris & Stavros Theodoratos, 2022. "Choosing Optimal Omnichannel Coupon Redeeming Options in Multiple Channel Settings," Administrative Sciences, MDPI, vol. 12(4), pages 1-17, October.
  24. Patrick Winter & Paul Alpar, 2018. "On the relationship between print and mobile channels for newspapers," Electronic Markets, Springer;IIM University of St. Gallen, vol. 28(1), pages 79-92, February.
  25. David R. Bell & Santiago Gallino & Antonio Moreno, 2018. "Offline Showrooms in Omnichannel Retail: Demand and Operational Benefits," Management Science, INFORMS, vol. 64(4), pages 1629-1651, April.
  26. Li, Jing & Konuş, Umut & Pauwels, Koen & Langerak, Fred, 2015. "The Hare and the Tortoise: Do Earlier Adopters of Online Channels Purchase More?," Journal of Retailing, Elsevier, vol. 91(2), pages 289-308.
  27. Cervellon, Marie-Cécile & Sylvie, Jean & Ngobo, Paul-Valentin, 2015. "Shopping orientations as antecedents to channel choice in the French grocery multichannel landscape," Journal of Retailing and Consumer Services, Elsevier, vol. 27(C), pages 31-51.
  28. Vroegrijk, Mark & Gijsbrechts, Els & Campo, Katia, 2016. "Battling for the Household's Category Buck: Can Economy Private Labels Defend Supermarkets Against the Hard-Discounter Threat?," Journal of Retailing, Elsevier, vol. 92(3), pages 300-318.
  29. Daniel Blaseg & Christian Schulze & Bernd Skiera, 2020. "Consumer Protection on Kickstarter," Marketing Science, INFORMS, vol. 39(1), pages 211-233, January.
  30. Kohsuke Matsuoka, 2020. "Exploring the interface between management accounting and marketing: a literature review of customer accounting," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 31(3), pages 157-208, September.
  31. Ruoqi Yu, 2023. "How well can fine balance work for covariate balancing," Biometrics, The International Biometric Society, vol. 79(3), pages 2346-2356, September.
  32. Tun-I Hu & Andrea Tracogna, 2021. "Multichannel search patterns and webrooming behaviours in the service industries: the case of motor insurance," Italian Journal of Marketing, Springer, vol. 2021(1), pages 57-81, June.
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