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Optimal Selection for Direct Mail

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Cited by:

  1. A. Prinzie & D. Van Den Poel, 2005. "Constrained optimization of data-mining problems to improve model performance: A direct-marketing application," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 05/298, Ghent University, Faculty of Economics and Business Administration.
  2. Philippe Baecke & Dirk Van Den Poel, 2010. "Improving Purchasing Behavior Predictions By Data Augmentation With Situational Variables," International Journal of Information Technology & Decision Making (IJITDM), World Scientific Publishing Co. Pte. Ltd., vol. 9(06), pages 853-872.
  3. Thomas, Suman Ann & Feng, Shanfei & Krishnan, Trichy V., 2015. "To retain? To upgrade? The effects of direct mail on regular donation behavior," International Journal of Research in Marketing, Elsevier, vol. 32(1), pages 48-63.
  4. Noh, Heeyong & Song, Young-Keun & Lee, Sungjoo, 2016. "Identifying emerging core technologies for the future: Case study of patents published by leading telecommunication organizations," Telecommunications Policy, Elsevier, vol. 40(10), pages 956-970.
  5. Dost, Florian & Wilken, Robert & Eisenbeiss, Maik & Skiera, Bernd, 2014. "On the Edge of Buying: A Targeting Approach for Indecisive Buyers Based on Willingness-to-Pay Ranges," Journal of Retailing, Elsevier, vol. 90(3), pages 393-407.
  6. Jonker, J.-J. & Piersma, N. & Potharst, R., 2002. "Direct Mailing Decisions for a Dutch Fundraiser," ERIM Report Series Research in Management ERS-2002-111-LIS, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
  7. Roberto Cominetti & José R. Correa & Thomas Rothvoß & Jaime San Martín, 2010. "Optimal Selection of Customers for a Last-Minute Offer," Operations Research, INFORMS, vol. 58(4-part-1), pages 878-888, August.
  8. Tat Chan & Naser Hamdi & Xiang Hui & Zhenling Jiang, 2022. "The Value of Verified Employment Data for Consumer Lending: Evidence from Equifax," Marketing Science, INFORMS, vol. 41(4), pages 795-814, July.
  9. André Bonfrer & Xavier Drèze, 2009. "Real-Time Evaluation of E-mail Campaign Performance," Marketing Science, INFORMS, vol. 28(2), pages 251-263, 03-04.
  10. Rust, Roland T. & Espinoza, Francine, 2006. "How technology advances influence business research and marketing strategy," Journal of Business Research, Elsevier, vol. 59(10-11), pages 1072-1078, October.
  11. Tudoran, Ana Alina & Hjerrild Thomsen, Charlotte & Thomasen, Sophie, 2024. "Understanding consumer behavior during and after a Pandemic: Implications for customer lifetime value prediction models," Journal of Business Research, Elsevier, vol. 174(C).
  12. Duncan I. Simester & Peng Sun & John N. Tsitsiklis, 2006. "Dynamic Catalog Mailing Policies," Management Science, INFORMS, vol. 52(5), pages 683-696, May.
  13. Durango-Cohen, Elizabeth J., 2013. "Modeling contribution behavior in fundraising: Segmentation analysis for a public broadcasting station," European Journal of Operational Research, Elsevier, vol. 227(3), pages 538-551.
  14. Sarkar, Mainak & De Bruyn, Arnaud, 2021. "LSTM Response Models for Direct Marketing Analytics: Replacing Feature Engineering with Deep Learning," Journal of Interactive Marketing, Elsevier, vol. 53(C), pages 80-95.
  15. Goic, Marcel & Rojas, Andrea & Saavedra, Ignacio, 2021. "The Effectiveness of Triggered Email Marketing in Addressing Browse Abandonments," Journal of Interactive Marketing, Elsevier, vol. 55(C), pages 118-145.
  16. Mihai TICHINDELEAN, 2013. "Models Used for Measuring Customer Engagement," Expert Journal of Marketing, Sprint Investify, vol. 1(1), pages 38-49.
  17. Muus, Lars & Scheer, Hiek van der & Wansbeek, Tom, 1999. "The risk function approach to profit maximizing estimation in direct mailing," CCSO Working Papers 199914, University of Groningen, CCSO Centre for Economic Research.
  18. Roland T. Rust & Peter C. Verhoef, 2005. "Optimizing the Marketing Interventions Mix in Intermediate-Term CRM," Marketing Science, INFORMS, vol. 24(3), pages 477-489, December.
  19. R Fildes & K Nikolopoulos & S F Crone & A A Syntetos, 2008. "Forecasting and operational research: a review," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 59(9), pages 1150-1172, September.
  20. YongSeog Kim & W. Nick Street & Gary J. Russell & Filippo Menczer, 2005. "Customer Targeting: A Neural Network Approach Guided by Genetic Algorithms," Management Science, INFORMS, vol. 51(2), pages 264-276, February.
  21. Yingqiu Zhu & Qiong Deng & Danyang Huang & Bingyi Jing & Bo Zhang, 2021. "Clustering based on Kolmogorov–Smirnov statistic with application to bank card transaction data," Journal of the Royal Statistical Society Series C, Royal Statistical Society, vol. 70(3), pages 558-578, June.
  22. Bose, Indranil & Chen, Xi, 2009. "Quantitative models for direct marketing: A review from systems perspective," European Journal of Operational Research, Elsevier, vol. 195(1), pages 1-16, May.
  23. Romana Khan & Michael Lewis & Vishal Singh, 2009. "Dynamic Customer Management and the Value of One-to-One Marketing," Marketing Science, INFORMS, vol. 28(6), pages 1063-1079, 11-12.
  24. Koning, Ruud & Spring, Penny & Wansbeek, Tom, 2002. "Joint modeling of primary and secondary action in database marketing," Research Report 02F59, University of Groningen, Research Institute SOM (Systems, Organisations and Management).
  25. Jonker, J.-J. & Piersma, N. & Potharst, R., 2002. "Direct Mailing Decisions for a Dutch Fundraiser," Econometric Institute Research Papers ERS-2002-111-LIS, Erasmus University Rotterdam, Erasmus School of Economics (ESE), Econometric Institute.
  26. George, Morris & Kumar, V. & Grewal, Dhruv, 2013. "Maximizing Profits for a Multi-Category Catalog Retailer," Journal of Retailing, Elsevier, vol. 89(4), pages 374-396.
  27. Thomas J. Steenburgh & Andrew Ainslie & Peder Hans Engebretson, 2003. "Massively Categorical Variables: Revealing the Information in Zip Codes," Marketing Science, INFORMS, vol. 22(1), pages 40-57, August.
  28. Vera Miguéis & Dirk Poel & Ana Camanho & João Falcão e Cunha, 2012. "Predicting partial customer churn using Markov for discrimination for modeling first purchase sequences," Advances in Data Analysis and Classification, Springer;German Classification Society - Gesellschaft für Klassifikation (GfKl);Japanese Classification Society (JCS);Classification and Data Analysis Group of the Italian Statistical Society (CLADAG);International Federation of Classification Societies (IFCS), vol. 6(4), pages 337-353, December.
  29. Shie Mannor & Duncan Simester & Peng Sun & John N. Tsitsiklis, 2007. "Bias and Variance Approximation in Value Function Estimates," Management Science, INFORMS, vol. 53(2), pages 308-322, February.
  30. V. L. Miguéis & D. Van Den Poel & A.S. Camanho & J. Falcao E Cunha, 2012. "Modeling Partial Customer Churn: On the Value of First Product-Category Purchase Sequences," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 12/790, Ghent University, Faculty of Economics and Business Administration.
  31. Naik, Prasad A. & Tsai, Chih-Ling, 2004. "Isotonic single-index model for high-dimensional database marketing," Computational Statistics & Data Analysis, Elsevier, vol. 47(4), pages 775-790, November.
  32. Baumgartner, Bernhard & Hruschka, Harald, 2005. "Allocation of catalogs to collective customers based on semiparametric response models," European Journal of Operational Research, Elsevier, vol. 162(3), pages 839-849, May.
  33. Mahsa Samsami & Ralf Wagner, 2021. "Investment Decisions with Endogeneity: A Dirichlet Tree Analysis," JRFM, MDPI, vol. 14(7), pages 1-19, July.
  34. Malthouse, Edward C. & Derenthal, Kirstin M., 2008. "Improving predictive scoring models through model aggregation," Journal of Interactive Marketing, Elsevier, vol. 22(3), pages 51-68.
  35. Dimitris Bertsimas & Adam J. Mersereau, 2007. "A Learning Approach for Interactive Marketing to a Customer Segment," Operations Research, INFORMS, vol. 55(6), pages 1120-1135, December.
  36. Xiaoping Liu & Xiao-Bai Li & Sumit Sarkar, 2023. "Cost-Restricted Feature Selection for Data Acquisition," Management Science, INFORMS, vol. 69(7), pages 3976-3992, July.
  37. repec:dgr:rugsom:02f59 is not listed on IDEAS
  38. Bas Donkers & Richard Paap & Jedid‐Jah Jonker & Philip Hans Franses, 2006. "Deriving target selection rules from endogenously selected samples," Journal of Applied Econometrics, John Wiley & Sons, Ltd., vol. 21(5), pages 549-562, July.
  39. Dominikus Kleindienst & Daniela Waldmann, 2018. "Between death and life - a formal decision model to decide on customer recovery investments," Electronic Markets, Springer;IIM University of St. Gallen, vol. 28(4), pages 423-435, November.
  40. Ron Borzekowski & Raphael Thomadsen & Charles Taragin, 2009. "Competition and price discrimination in the market for mailing lists," Quantitative Marketing and Economics (QME), Springer, vol. 7(2), pages 147-179, June.
  41. Haupt, Johannes & Lessmann, Stefan, 2022. "Targeting customers under response-dependent costs," European Journal of Operational Research, Elsevier, vol. 297(1), pages 369-379.
  42. Stijn Viaene & Bart Baesens & Dirk Van den Poel & Guido Dedene & Jan Vanthienen, 2001. "Wrapped input selection using multilayer perceptrons for repeat‐purchase modeling in direct marketing," Intelligent Systems in Accounting, Finance and Management, John Wiley & Sons, Ltd., vol. 10(2), pages 115-126, June.
  43. Verhoef, Peter C. & Venkatesan, Rajkumar & McAlister, Leigh & Malthouse, Edward C. & Krafft, Manfred & Ganesan, Shankar, 2010. "CRM in Data-Rich Multichannel Retailing Environments: A Review and Future Research Directions," Journal of Interactive Marketing, Elsevier, vol. 24(2), pages 121-137.
  44. repec:dgr:rugccs:199914 is not listed on IDEAS
  45. Bolton, R.N. & Lemo, K.N. & Verhoef, P.C., 2002. "The Theoretical Underpinnings of Customer Asset Management," ERIM Report Series Research in Management ERS-2002-80-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
  46. B. Verhelst & D. Van Den Poel, 2012. "Implicit Contracts and Price Stickiness: Evidence from Customer-Level Scanner Data," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 12/776, Ghent University, Faculty of Economics and Business Administration.
  47. Füsun Gönül & Meng Ze Shi, 1998. "Optimal Mailing of Catalogs: A New Methodology Using Estimable Structural Dynamic Programming Models," Management Science, INFORMS, vol. 44(9), pages 1249-1262, September.
  48. Netzer, Oded & Lattin, James M. & Srinivasan, V. Seenu, 2007. "A Hidden Markov Model of Customer Relationship Dynamics," Research Papers 1904r, Stanford University, Graduate School of Business.
  49. repec:dgr:rugsom:99b35 is not listed on IDEAS
  50. Piersma, Nanda & Jonker, Jedid-Jah, 2004. "Determining the optimal direct mailing frequency," European Journal of Operational Research, Elsevier, vol. 158(1), pages 173-182, October.
  51. Konstantin Kogan & Avi Herbon & Beatrice Venturi, 2020. "Direct marketing of an event under hazards of customer saturation and forgetting," Annals of Operations Research, Springer, vol. 295(1), pages 207-227, December.
  52. Roland T. Rust & Tuck Siong Chung, 2006. "Marketing Models of Service and Relationships," Marketing Science, INFORMS, vol. 25(6), pages 560-580, 11-12.
  53. Pieter Otter, 2007. "On dynamic selection of households for direct marketing based on Markov chain models with memory," Marketing Letters, Springer, vol. 18(1), pages 73-84, June.
  54. Elliot Shin Oblander & Sunil Gupta & Carl F. Mela & Russell S. Winer & Donald R. Lehmann, 2020. "The past, present, and future of customer management," Marketing Letters, Springer, vol. 31(2), pages 125-136, September.
  55. Marko Sarstedt & Sebastian Scharf & Alexander Thamm & Michael Wolff, 2010. "Die Prognose von Serviceintervallen mit der Hazard-Raten-Analyse – Ergebnisse einer empirischen Studie im Automobilmarkt," Metrika: International Journal for Theoretical and Applied Statistics, Springer, vol. 20(3), pages 269-283, April.
  56. Potharst, R. & Kaymak, U. & Pijls, W.H.L.M., 2001. "Neural Networks for Target Selection in Direct Marketing," ERIM Report Series Research in Management ERS-2001-14-LIS, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
  57. Catalina Bolancé & Montserrat Guillen & Jens Perch Nielsen & Fredrik Thuring, 2018. "Price and Profit Optimization for Financial Services," Risks, MDPI, vol. 6(1), pages 1-12, February.
  58. Qi Li & Jeffrey Scott Racine, 2006. "Nonparametric Econometrics: Theory and Practice," Economics Books, Princeton University Press, edition 1, volume 1, number 8355.
  59. Esther Gal-Or & Mordechai Gal-Or, 2005. "Customized Advertising via a Common Media Distributor," Marketing Science, INFORMS, vol. 24(2), pages 241-253, July.
  60. Michael Lewis & Vishal Singh & Scott Fay, 2006. "An Empirical Study of the Impact of Nonlinear Shipping and Handling Fees on Purchase Incidence and Expenditure Decisions," Marketing Science, INFORMS, vol. 25(1), pages 51-64, 01-02.
  61. Holtrop, Niels & Wieringa, Jaap E., 2023. "Timing customer reactivation initiatives," International Journal of Research in Marketing, Elsevier, vol. 40(3), pages 570-589.
  62. Maria Kubacka, 2020. "Review and Analysis of Selected Customer Value Measurement Methods (Przeglad i analiza wybranych metod pomiaru wartosci klienta)," Research Reports, University of Warsaw, Faculty of Management, vol. 1(32), pages 34-46.
  63. Amir Heiman & Bruce McWilliams & Zhihua Shen & David Zilberman, 2001. "Learning and Forgetting: Modeling Optimal Product Sampling Over Time," Management Science, INFORMS, vol. 47(4), pages 532-546, April.
  64. Füsun F. Gönül & Frenkel Ter Hofstede, 2006. "How to Compute Optimal Catalog Mailing Decisions," Marketing Science, INFORMS, vol. 25(1), pages 65-74, 01-02.
  65. Danijel Bratina & Armand Faganel, 2023. "Using Supervised Machine Learning Methods for RFM Segmentation: A Casino Direct Marketing Communication Case," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 35(1), pages 7-22.
  66. Drèze, Xavier & Bonfrer, André, 2008. "An empirical investigation of the impact of communication timing on customer equity," Journal of Interactive Marketing, Elsevier, vol. 22(1), pages 36-50.
  67. Rocío G. Martínez & Ramon A. Carrasco & Cristina Sanchez-Figueroa & Diana Gavilan, 2021. "An RFM Model Customizable to Product Catalogues and Marketing Criteria Using Fuzzy Linguistic Models: Case Study of a Retail Business," Mathematics, MDPI, vol. 9(16), pages 1-31, August.
  68. Vroomen, B.L.K. & Donkers, A.C.D. & Verhoef, P.C. & Franses, Ph.H.B.F., 2003. "Purchasing complex services on the Internet; An analysis of mortgage loan acquisitions," ERIM Report Series Research in Management ERS-2003-075-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
  69. Esther Gal-Or & Mordechai Gal-Or & Jerrold H. May & William E. Spangler, 2006. "Targeted Advertising Strategies on Television," Management Science, INFORMS, vol. 52(5), pages 713-725, May.
  70. Liu, Feng & Zhao, Shaoqiong & Li, Yang, 2017. "How many, how often, and how new? A multivariate profiling of mobile app users," Journal of Retailing and Consumer Services, Elsevier, vol. 38(C), pages 71-80.
  71. Naik, P. & Piersma, N., 2002. "Understanding the role of marketing communications in direct marketing," Econometric Institute Research Papers EI 2002-13, Erasmus University Rotterdam, Erasmus School of Economics (ESE), Econometric Institute.
  72. Verhoef, P.C. & Donkers, A.C.D., 2001. "Predicting Customer Potential Value: an application in the insurance industry," ERIM Report Series Research in Management ERS-2001-01-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
  73. Eva Ascarza & Scott A. Neslin & Oded Netzer & Zachery Anderson & Peter S. Fader & Sunil Gupta & Bruce G. S. Hardie & Aurélie Lemmens & Barak Libai & David Neal & Foster Provost & Rom Schrift, 2018. "In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 5(1), pages 65-81, March.
  74. Ralf Elsner & Manfred Krafft & Arnd Huchzermeier, 2004. "The 2003 ISMS Practice Prize Winner: Optimizing Rhenania's Direct Marketing Business Through Dynamic Multilevel Modeling (DMLM) in a Multicatalog-Brand Environment," Marketing Science, INFORMS, vol. 23(2), pages 192-206, June.
  75. Chiang, Lan-Lung (Luke) & Yang, Chin-Sheng, 2018. "Does country-of-origin brand personality generate retail customer lifetime value? A Big Data analytics approach," Technological Forecasting and Social Change, Elsevier, vol. 130(C), pages 177-187.
  76. Alan L. Montgomery, 2001. "Applying Quantitative Marketing Techniques to the Internet," Interfaces, INFORMS, vol. 31(2), pages 90-108, April.
  77. Cui, Geng & Wong, Man Leung & Wan, Xiang, 2015. "Targeting High Value Customers While Under Resource Constraint: Partial Order Constrained Optimization with Genetic Algorithm," Journal of Interactive Marketing, Elsevier, vol. 29(C), pages 27-37.
  78. Liu, Hongju & Pancras, Joseph & Houtz, Malcolm, 2015. "Managing Customer Acquisition Risk Using Co-operative Databases," Journal of Interactive Marketing, Elsevier, vol. 29(C), pages 39-56.
  79. Yuxin Chen & Chakravarthi Narasimhan & Z. John Zhang, 2001. "Individual Marketing with Imperfect Targetability," Marketing Science, INFORMS, vol. 20(1), pages 23-41, November.
  80. Pauler, Gabor & Dick, Alan, 2006. "Maximizing profit of a food retailing chain by targeting and promoting valuable customers using Loyalty Card and Scanner Data," European Journal of Operational Research, Elsevier, vol. 174(2), pages 1260-1280, October.
  81. Heerde, Harald J. van & Leeflang, Peter S.H. & Wittink, Dick R., 1999. "Semiparametric analysis to estimate the deal effect curve," Research Report 99B35, University of Groningen, Research Institute SOM (Systems, Organisations and Management).
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