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Counting Your Customers: Who-Are They and What Will They Do Next?

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Cited by:

  1. Park, Chang Hee & Yoon, Tae Jung, 2022. "The dark side of up-selling promotions: Evidence from an analysis of cross-brand purchase behavior☆," Journal of Retailing, Elsevier, vol. 98(4), pages 647-666.
  2. Makoto Abe, 2006. ""Counting Your Customers" One by One: An Individual Level RF Analysis Based on Consumer Behavior Theory," CIRJE F-Series CIRJE-F-408, CIRJE, Faculty of Economics, University of Tokyo.
  3. van Oest, Rutger & Knox, George, 2011. "Extending the BG/NBD: A simple model of purchases and complaints," International Journal of Research in Marketing, Elsevier, vol. 28(1), pages 30-37.
  4. Gary Lilien & Rajdeep Grewal & Douglas Bowman & Min Ding & Abbie Griffin & V. Kumar & Das Narayandas & Renana Peres & Raji Srinivasan & Qiong Wang, 2010. "Calculating, creating, and claiming value in business markets: Status and research agenda," Marketing Letters, Springer, vol. 21(3), pages 287-299, September.
  5. David A. Schweidel & George Knox, 2013. "Incorporating Direct Marketing Activity into Latent Attrition Models," Marketing Science, INFORMS, vol. 32(3), pages 471-487, May.
  6. Chou, Ping & Chuang, Howard Hao-Chun & Chou, Yen-Chun & Liang, Ting-Peng, 2022. "Predictive analytics for customer repurchase: Interdisciplinary integration of buy till you die modeling and machine learning," European Journal of Operational Research, Elsevier, vol. 296(2), pages 635-651.
  7. Peter S. Fader & Bruce G. S. Hardie, 2001. "Forecasting Repeat Sales at CDNOW: A Case Study," Interfaces, INFORMS, vol. 31(3_supplem), pages 94-107, June.
  8. Siddharth Singh & Sharad Borle & Dipak Jain, 2009. "A generalized framework for estimating customer lifetime value when customer lifetimes are not observed," Quantitative Marketing and Economics (QME), Springer, vol. 7(2), pages 181-205, June.
  9. Balaji Padmanabhan & Alexander Tuzhilin, 2003. "On the Use of Optimization for Data Mining: Theoretical Interactions and eCRM Opportunities," Management Science, INFORMS, vol. 49(10), pages 1327-1343, October.
  10. Ascarza, & Neslin, & Netzer, & Lemmens, Aurélie & Anderson, Zachery & Fader, Peter S. & Gupta, S. & Hardie, B.G.S. & Libai, Barak & Neal, David & Provost, Foster, 2018. "In pursuit of enhanced customer retention management : Review, key issues, and future directions," Other publications TiSEM 28a90d28-6daf-42f1-bd8e-e, Tilburg University, School of Economics and Management.
  11. Romero, Jaime & van der Lans, Ralf & Wierenga, Berend, 2013. "A Partially Hidden Markov Model of Customer Dynamics for CLV Measurement," Journal of Interactive Marketing, Elsevier, vol. 27(3), pages 185-208.
  12. repec:dgr:rugsom:10008 is not listed on IDEAS
  13. Yao Zhang & Eric T. Bradlow & Dylan S. Small, 2015. "Predicting Customer Value Using Clumpiness: From RFM to RFMC," Marketing Science, INFORMS, vol. 34(2), pages 195-208, March.
  14. Kati Stormi & Anni Lindholm & Teemu Laine & Tuomas Korhonen, 2020. "RFM customer analysis for product-oriented services and service business development: an interventionist case study of two machinery manufacturers," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 24(3), pages 623-653, September.
  15. Myoungjae Choi & Sun-Hi Yoo & Jongtaik Lee & Jeongsub Choi & Byunghoon Kim, 2022. "A modified gamma/Gompertz/NBD model for estimating technology lifetime," Scientometrics, Springer;Akadémiai Kiadó, vol. 127(10), pages 5731-5751, October.
  16. Valendin, Jan & Reutterer, Thomas & Platzer, Michael & Kalcher, Klaudius, 2022. "Customer base analysis with recurrent neural networks," International Journal of Research in Marketing, Elsevier, vol. 39(4), pages 988-1018.
  17. Eva Ascarza & Oded Netzer & Bruce G. S. Hardie, 2018. "Some Customers Would Rather Leave Without Saying Goodbye," Marketing Science, INFORMS, vol. 37(1), pages 54-77, January.
  18. Ryosuke Igari & Takahiro Hoshino, 2018. "A Bayesian Gamma Frailty Model Using the Sum of Independent Random Variables: Application of the Estimation of an Interpurchase Timing Model," Keio-IES Discussion Paper Series 2018-021, Institute for Economics Studies, Keio University.
  19. Makoto Abe, 2015. "Deriving Customer Lifetime Value from RFM Measures:Insights into Customer Retention and Acquisition," CIRJE F-Series CIRJE-F-962, CIRJE, Faculty of Economics, University of Tokyo.
  20. Meade, Nigel & Islam, Towhidul, 2010. "Using copulas to model repeat purchase behaviour - An exploratory analysis via a case study," European Journal of Operational Research, Elsevier, vol. 200(3), pages 908-917, February.
  21. Angelovska, Nina, 2021. "Analysis Of Customer Activity, The Importance Of Timing For Effective Marketing Actions: Case Of Group Buying Site, Grouper," UTMS Journal of Economics, University of Tourism and Management, Skopje, Macedonia, vol. 12(2), pages 156-170.
  22. Yi-Wen Fan & Edward Ku, 2008. "Customer focus, service process fit and customer relationship management profitability: the effect of knowledge sharing," The Service Industries Journal, Taylor & Francis Journals, vol. 30(2), pages 203-223, February.
  23. Syagnik Banerjee & Fareena Sultan & Charles F. Hofacker, 2023. "Discovering synergies and conflicts in online and offline in-store engagement," Journal of Marketing Analytics, Palgrave Macmillan, vol. 11(4), pages 761-776, December.
  24. Goić, Marcel & Jerath, Kinshuk & Kalyanam, Kirthi, 2022. "The roles of multiple channels in predicting website visits and purchases: Engagers versus closers," International Journal of Research in Marketing, Elsevier, vol. 39(3), pages 656-677.
  25. Eric T. Anderson & Gavan J. Fitzsimons & Duncan Simester, 2006. "Measuring and Mitigating the Costs of Stockouts," Management Science, INFORMS, vol. 52(11), pages 1751-1763, November.
  26. Juha Karvanen & Ari Rantanen & Lasse Luoma, 2013. "Survey data and Bayesian analysis: a cost-efficient way to estimate customer equity," Papers 1304.5380, arXiv.org, revised May 2014.
  27. 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).
  28. Yan Yan & Nicholas Resnick, 2024. "A high-performance turnkey system for customer lifetime value prediction in retail brands," Quantitative Marketing and Economics (QME), Springer, vol. 22(2), pages 169-192, June.
  29. Lee, Changyong & Cho, Yangrae & Seol, Hyeonju & Park, Yongtae, 2012. "A stochastic patent citation analysis approach to assessing future technological impacts," Technological Forecasting and Social Change, Elsevier, vol. 79(1), pages 16-29.
  30. Peter J. Danaher & Michael S. Smith, 2011. "Modeling Multivariate Distributions Using Copulas: Applications in Marketing," Marketing Science, INFORMS, vol. 30(1), pages 4-21, 01-02.
  31. Arun Gopalakrishnan & Zhenling Jiang & Yulia Nevskaya & Raphael Thomadsen, 2021. "Can Non-tiered Customer Loyalty Programs Be Profitable?," Marketing Science, INFORMS, vol. 40(3), pages 508-526, May.
  32. Amy Wenxuan Ding & Shibo Li, 2019. "Herding in the consumption and purchase of digital goods and moderators of the herding bias," Journal of the Academy of Marketing Science, Springer, vol. 47(3), pages 460-478, May.
  33. Boehm, Martin, 2008. "Determining the impact of internet channel use on a customer's lifetime," Journal of Interactive Marketing, Elsevier, vol. 22(3), pages 2-22.
  34. Chang, Chun-Wei & Zhang, Jonathan Z., 2016. "The Effects of Channel Experiences and Direct Marketing on Customer Retention in Multichannel Settings," Journal of Interactive Marketing, Elsevier, vol. 36(C), pages 77-90.
  35. repec:tiu:tiutis:52e91e47-4a2d-4e7b-bb23-3926b842ae30 is not listed on IDEAS
  36. Mihai TICHINDELEAN, 2013. "Models Used for Measuring Customer Engagement," Expert Journal of Marketing, Sprint Investify, vol. 1(1), pages 38-49.
  37. Peter S. Fader & Bruce G. S. Hardie, 2010. "Customer-Base Valuation in a Contractual Setting: The Perils of Ignoring Heterogeneity," Marketing Science, INFORMS, vol. 29(1), pages 85-93, 01-02.
  38. Brighton, Henry & Gigerenzer, Gerd, 2015. "The bias bias," Journal of Business Research, Elsevier, vol. 68(8), pages 1772-1784.
  39. Song, Tae Ho & Kim, Sang Yong & Kim, Ji Yoon, 2016. "The dynamic effect of customer equity across firm growth: The case of small and medium-sized online retailers," Journal of Business Research, Elsevier, vol. 69(9), pages 3755-3764.
  40. Peter S. Fader & Bruce G. S. Hardie & Ka Lok Lee, 2005. "“Counting Your Customers” the Easy Way: An Alternative to the Pareto/NBD Model," Marketing Science, INFORMS, vol. 24(2), pages 275-284, August.
  41. Olafsson, Sigurdur & Li, Xiaonan & Wu, Shuning, 2008. "Operations research and data mining," European Journal of Operational Research, Elsevier, vol. 187(3), pages 1429-1448, June.
  42. Giang Trinh & Cam Rungie & Malcolm Wright & Carl Driesener & John Dawes, 2014. "Predicting future purchases with the Poisson log-normal model," Marketing Letters, Springer, vol. 25(2), pages 219-234, June.
  43. Korkmaz, E. & Kuik, R. & Fok, D., 2013. ""Counting Your Customers": When will they buy next? An empirical validation of probabilistic customer base analysis models based on purchase timing," ERIM Report Series Research in Management ERS-2013-001-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.
  44. Schauerte, Nico & Becker, Maren & Imschloss, Monika & Wichmann, Julian R.K. & Reinartz, Werner J., 2023. "The managerial relevance of marketing science: Properties and genesis," International Journal of Research in Marketing, Elsevier, vol. 40(4), pages 801-822.
  45. Y. Samimi & A. Aghaie, 2010. "Monitoring heterogeneous serially correlated usage behavior in subscription-based services," Journal of Applied Statistics, Taylor & Francis Journals, vol. 37(10), pages 1761-1777.
  46. Jonathan Z. Zhang & Chun-Wei Chang, 2021. "Consumer dynamics: theories, methods, and emerging directions," Journal of the Academy of Marketing Science, Springer, vol. 49(1), pages 166-196, January.
  47. Jerath, Kinshuk & Fader, Peter S. & Hardie, Bruce G.S., 2016. "Customer-base analysis using repeated cross-sectional summary (RCSS) data," European Journal of Operational Research, Elsevier, vol. 249(1), pages 340-350.
  48. Wagner Kamakura & Carl Mela & Asim Ansari & Anand Bodapati & Pete Fader & Raghuram Iyengar & Prasad Naik & Scott Neslin & Baohong Sun & Peter Verhoef & Michel Wedel & Ron Wilcox, 2005. "Choice Models and Customer Relationship Management," Marketing Letters, Springer, vol. 16(3), pages 279-291, December.
  49. Sunil Gupta & Valarie Zeithaml, 2006. "Customer Metrics and Their Impact on Financial Performance," Marketing Science, INFORMS, vol. 25(6), pages 718-739, 11-12.
  50. Michael Platzer & Thomas Reutterer, 2016. "Ticking Away the Moments: Timing Regularity Helps to Better Predict Customer Activity," Marketing Science, INFORMS, vol. 35(5), pages 779-799, September.
  51. Patrice Cailleba & Herbert Casteran, 2010. "Do Ethical Values Work? A Quantitative Study of the Impact of Fair Trade Coffee on Consumer Behavior," Journal of Business Ethics, Springer, vol. 97(4), pages 613-624, December.
  52. Eric M. Schwartz & Eric T. Bradlow & Peter S. Fader, 2014. "Model Selection Using Database Characteristics: Developing a Classification Tree for Longitudinal Incidence Data," Marketing Science, INFORMS, vol. 33(2), pages 188-205, March.
  53. 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.
  54. Tat Y. Chan & Chunhua Wu & Ying Xie, 2011. "Measuring the Lifetime Value of Customers Acquired from Google Search Advertising," Marketing Science, INFORMS, vol. 30(5), pages 837-850, September.
  55. Dahana, Wirawan Dony & Miwa, Yukihiro & Morisada, Makoto, 2019. "Linking lifestyle to customer lifetime value: An exploratory study in an online fashion retail market," Journal of Business Research, Elsevier, vol. 99(C), pages 319-331.
  56. Brighton, Henry, 2020. "Statistical foundations of ecological rationality," Economics - The Open-Access, Open-Assessment E-Journal (2007-2020), Kiel Institute for the World Economy (IfW Kiel), vol. 14, pages 1-32.
  57. David A. Schweidel & Eric T. Bradlow & Peter S. Fader, 2011. "Portfolio Dynamics for Customers of a Multiservice Provider," Management Science, INFORMS, vol. 57(3), pages 471-486, March.
  58. Sharad Borle & Siddharth S. Singh & Dipak C. Jain, 2008. "Customer Lifetime Value Measurement," Management Science, INFORMS, vol. 54(1), pages 100-112, January.
  59. Bruhn, Manfred & Georgi, Dominik & Hadwich, Karsten, 2008. "Customer equity management as formative second-order construct," Journal of Business Research, Elsevier, vol. 61(12), pages 1292-1301, December.
  60. Chao Wang & Ilaria Dalla Pozza, 2014. "The antecedents of customer lifetime duration and discounted expected transactions: Discrete-time based transaction data analysis," Working Papers 2014-203, Department of Research, Ipag Business School.
  61. Pablo Marshall, 2015. "A simple heuristic for obtaining pareto/NBD parameter estimates," Marketing Letters, Springer, vol. 26(2), pages 165-173, June.
  62. Alina Ferecatu & Arnaud Bruyn & Prithwiraj Mukherjee, 2024. "Silently killing your panelists one email at a time: The true cost of email solicitations," Journal of the Academy of Marketing Science, Springer, vol. 52(4), pages 1216-1239, July.
  63. Fader, Peter S. & Hardie, Bruce G.S., 2009. "Probability Models for Customer-Base Analysis," Journal of Interactive Marketing, Elsevier, vol. 23(1), pages 61-69.
  64. Pfeifer, Phillip E. & Ovchinnikov, Anton, 2011. "A Note on Willingness to Spend and Customer Lifetime Value for Firms with Limited Capacity," Journal of Interactive Marketing, Elsevier, vol. 25(3), pages 178-189.
  65. 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.
  66. Singh, Shweta & Murthi, B.P.S. & Steffes, Erin, 2013. "Developing a measure of risk adjusted revenue (RAR) in credit cards market: Implications for customer relationship management," European Journal of Operational Research, Elsevier, vol. 224(2), pages 425-434.
  67. 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.
  68. Peter S. Fader & Bruce G. S. Hardie & Jen Shang, 2010. "Customer-Base Analysis in a Discrete-Time Noncontractual Setting," Marketing Science, INFORMS, vol. 29(6), pages 1086-1108, 11-12.
  69. David A. Schweidel & Young-Hoon Park & Zainab Jamal, 2014. "A Multiactivity Latent Attrition Model for Customer Base Analysis," Marketing Science, INFORMS, vol. 33(2), pages 273-286, March.
  70. Patrick Bachmann & Markus Meierer & Jeffrey Näf, 2021. "The Role of Time-Varying Contextual Factors in Latent Attrition Models for Customer Base Analysis," Marketing Science, INFORMS, vol. 40(4), pages 783-809, July.
  71. Lydia Simon & Jost Adler, 2022. "Worth the effort? Comparison of different MCMC algorithms for estimating the Pareto/NBD model," Journal of Business Economics, Springer, vol. 92(4), pages 707-733, May.
  72. Bitran, Gabriel R. & Rocha e Oliveira, Paulo & Schilkrut, Ariel, 2008. "Managing customer relationships through price and service quality," IESE Research Papers D/750, IESE Business School.
  73. Jaiswal, Anand K. & Niraj, Rakesh & Park, Chang Hee & Agarwal, Manoj K., 2018. "The effect of relationship and transactional characteristics on customer retention in emerging online markets," Journal of Business Research, Elsevier, vol. 92(C), pages 25-35.
  74. Huang, Chun-Yao, 2012. "To model, or not to model: Forecasting for customer prioritization," International Journal of Forecasting, Elsevier, vol. 28(2), pages 497-506.
  75. Makoto Abe, 2009. "“Counting Your Customers” One by One: A Hierarchical Bayes Extension to the Pareto/NBD Model," Marketing Science, INFORMS, vol. 28(3), pages 541-553, 05-06.
  76. Bas Donkers & Peter Verhoef & Martijn Jong, 2007. "Modeling CLV: A test of competing models in the insurance industry," Quantitative Marketing and Economics (QME), Springer, vol. 5(2), pages 163-190, June.
  77. LEE, Janghyuk & KERBACHE, Laoucine, 2004. "Internet media planning : an optimization model," HEC Research Papers Series 806, HEC Paris.
  78. Clemente-Císcar, M. & San Matías, S. & Giner-Bosch, V., 2014. "A methodology based on profitability criteria for defining the partial defection of customers in non-contractual settings," European Journal of Operational Research, Elsevier, vol. 239(1), pages 276-285.
  79. Peter S. Fader & Bruce G. S. Hardie & Chun-Yao Huang, 2004. "A Dynamic Changepoint Model for New Product Sales Forecasting," Marketing Science, INFORMS, vol. 23(1), pages 50-65, October.
  80. Juha Karvanen & Ari Rantanen & Lasse Luoma, 2014. "Survey data and Bayesian analysis: a cost-efficient way to estimate customer equity," Quantitative Marketing and Economics (QME), Springer, vol. 12(3), pages 305-329, September.
  81. Michael Haenlein, 2011. "A social network analysis of customer-level revenue distribution," Marketing Letters, Springer, vol. 22(1), pages 15-29, March.
  82. D. F. Benoit & D. Van Den Poel, 2009. "Benefits of Quantile Regression for the Analysis of Customer Lifetime Value in a Contractual Setting: An Application in Financial Services," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 09/551, Ghent University, Faculty of Economics and Business Administration.
  83. Eva Blömeke & Michel Clement, 2009. "Selektives Demarketing — Management von unprofitablen Kunden," Schmalenbach Journal of Business Research, Springer, vol. 61(7), pages 804-835, November.
  84. Eymann, Torsten (Ed.), 2009. "Tagungsband zum Doctoral Consortium der WI 2009 [WI2009 Doctoral Consortium Proceedings]," Bayreuth Reports on Information Systems Management 40, University of Bayreuth, Chair of Information Systems Management.
  85. Bitran, Gabriel R. & Ramalho, Eduardo Wn. R., 1993. "Mailing decisions in the catalog industry," Working papers 3534-93., Massachusetts Institute of Technology (MIT), Sloan School of Management.
  86. Roland T. Rust & Tuck Siong Chung, 2006. "Marketing Models of Service and Relationships," Marketing Science, INFORMS, vol. 25(6), pages 560-580, 11-12.
  87. Teck-Hua Ho & Young-Hoon Park & Yong-Pin Zhou, 2006. "Incorporating Satisfaction into Customer Value Analysis: Optimal Investment in Lifetime Value," Marketing Science, INFORMS, vol. 25(3), pages 260-277, 05-06.
  88. Hikaru Yamamoto & Nina Sugiyama & Fujio Toriumi & Hikaru Kashida & Takuma Yamaguchi, 2019. "Angels or demons? Classifying desirable heavy users and undesirable power sellers in online C2C marketplace," Journal of Computational Social Science, Springer, vol. 2(2), pages 315-329, July.
  89. Arun Gopalakrishnan & Eric T. Bradlow & Peter S. Fader, 2017. "A Cross-Cohort Changepoint Model for Customer-Base Analysis," Marketing Science, INFORMS, vol. 36(2), pages 195-213, March.
  90. Sharad Borle & Siddharth Singh & Dipak Jain & Ashutosh Patil, 2016. "Analyzing Recurrent Customer Purchases and Unobserved Defections: a Bayesian Data Augmentation Scheme," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 3(1), pages 11-28, March.
  91. Rajkumar Venkatesan & Alexander Bleier & Werner Reinartz & Nalini Ravishanker, 2019. "Improving customer profit predictions with customer mindset metrics through multiple overimputation," Journal of the Academy of Marketing Science, Springer, vol. 47(5), pages 771-794, September.
  92. 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.
  93. Stephan Curiskis & Xiaojing Dong & Fan Jiang & Mark Scarr, 2023. "A novel approach to predicting customer lifetime value in B2B SaaS companies," Journal of Marketing Analytics, Palgrave Macmillan, vol. 11(4), pages 587-601, December.
  94. Shaohui Ma & Joachim Büschken, 2011. "Counting your customers from an “always a share” perspective," Marketing Letters, Springer, vol. 22(3), pages 243-257, September.
  95. Glady, Nicolas & Lemmens, Aurélie & Croux, Christophe, 2015. "Unveiling the relationship between the transaction timing, spending and dropout behavior of customers," International Journal of Research in Marketing, Elsevier, vol. 32(1), pages 78-93.
  96. Donald R. Lehmann & Jeffrey R. Parker, 2017. "Disadoption," AMS Review, Springer;Academy of Marketing Science, vol. 7(1), pages 36-51, June.
  97. Park, Chang Hee & Park, Young-Hoon & Schweidel, David A., 2014. "A multi-category customer base analysis," International Journal of Research in Marketing, Elsevier, vol. 31(3), pages 266-279.
  98. Holtrop, Niels & Wieringa, Jaap E., 2023. "Timing customer reactivation initiatives," International Journal of Research in Marketing, Elsevier, vol. 40(3), pages 570-589.
  99. Andrés Musalem & Yogesh V. Joshi, 2009. "—How Much Should You Invest in Each Customer Relationship? A Competitive Strategic Approach," Marketing Science, INFORMS, vol. 28(3), pages 555-565, 05-06.
  100. 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.
  101. Monica Johar & Vijay Mookerjee & Sumit Sarkar, 2014. "Selling vs. Profiling: Optimizing the Offer Set in Web-Based Personalization," Information Systems Research, INFORMS, vol. 25(2), pages 285-306, June.
  102. Makoto Abe, 2008. ""Counting Your Customers" One by One: A Hierarchical Bayes Extension to the Pareto/NBD Model," CIRJE F-Series CIRJE-F-537, CIRJE, Faculty of Economics, University of Tokyo.
  103. B. P. S. Murthi & Sumit Sarkar, 2003. "The Role of the Mangement Sciences in Research on Personalization," Review of Marketing Science Working Papers 2-2-1025, Berkeley Electronic Press.
  104. Hoppe, Daniel & Wagner, Udo, 2014. "The role of lifetime activity cues in customer base analysis," Journal of Business Research, Elsevier, vol. 67(5), pages 983-989.
  105. 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.
  106. Kinshuk Jerath & Peter S. Fader & Bruce G. S. Hardie, 2011. "New Perspectives on Customer "Death" Using a Generalization of the Pareto/NBD Model," Marketing Science, INFORMS, vol. 30(5), pages 866-880, September.
  107. Sharad Borle & Siddharth Shekhar Singh & Dipak C. Jain & Ashutosh Patil, 2016. "Analyzing Recurrent Customer Purchases and Unobserved Defections: a Bayesian Data Augmentation Scheme," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 3(1), pages 11-28, March.
  108. 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.
  109. 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.
  110. Gupta, Sunil, 2009. "Customer-Based Valuation," Journal of Interactive Marketing, Elsevier, vol. 23(2), pages 169-178.
  111. Audzeyeva, Alena & Summers, Barbara & Schenk-Hoppé, Klaus Reiner, 2012. "Forecasting customer behaviour in a multi-service financial organisation: A profitability perspective," International Journal of Forecasting, Elsevier, vol. 28(2), pages 507-518.
  112. Wu, Couchen & Chen, Hsiu-Li, 2000. "Counting your customers: Compounding customer's in-store decisions, interpurchase time and repurchasing behavior," European Journal of Operational Research, Elsevier, vol. 127(1), pages 109-119, November.
  113. Dongyun Nie & Michael Scriney & Xiaoning Liang & Mark Roantree, 2024. "From data acquisition to validation: a complete workflow for predicting individual customer lifetime value," Journal of Marketing Analytics, Palgrave Macmillan, vol. 12(2), pages 321-341, June.
  114. Silberhorn, Nadja & Hildebrandt, Lutz, 2009. "Is cross-category brand loyalty determined by risk aversion?," SFB 649 Discussion Papers 2009-061, Humboldt University Berlin, Collaborative Research Center 649: Economic Risk.
  115. Bijmolt, T.H.A. & Bl, 2010. "Should they stay or should they go? Reactivation and termination of low-tier customers," Research Report 10008, University of Groningen, Research Institute SOM (Systems, Organisations and Management).
  116. Андреева А.В. & Богданова Т.К., 2016. "Прогнозирование Численности Клиентской Базы Компании На Основе Марковских Цепей," Журнал Экономика и математические методы (ЭММ), Центральный Экономико-Математический Институт (ЦЭМИ), vol. 52(1), pages 79-94, январь.
  117. Schweidel, David A. & Fader, Peter S., 2009. "Dynamic changepoints revisited: An evolving process model of new product sales," International Journal of Research in Marketing, Elsevier, vol. 26(2), pages 119-124.
  118. Leslie Hannah & Makoto Kasuya, 2015. "Twentieth Century Enterprise Forms: Japan in Comparative Perspective," CIRJE F-Series CIRJE-F-966, CIRJE, Faculty of Economics, University of Tokyo.
  119. von Mutius, Bernhard & Huchzermeier, Arnd, 2021. "Customized Targeting Strategies for Category Coupons to Maximize CLV and Minimize Cost," Journal of Retailing, Elsevier, vol. 97(4), pages 764-779.
  120. Makoto Abe, 2009. "Customer Lifetime Value and RFM Data: Accounting Your Customers: One by One," CIRJE F-Series CIRJE-F-616, CIRJE, Faculty of Economics, University of Tokyo.
  121. Albert C. Bemmaor & Nicolas Glady, 2012. "Modeling Purchasing Behavior with Sudden "Death": A Flexible Customer Lifetime Model," Management Science, INFORMS, vol. 58(5), pages 1012-1021, May.
  122. Korkmaz, E. & Fok, D. & Kuik, R., 2014. "The Need for Market Segmentation in Buy-Till-You-Defect Models," ERIM Report Series Research in Management ERS-2014-006-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.
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