In pursuit of enhanced customer retention management: Review, key issues, and future directions
In today's turbulent business environment, customer retention presents a significant
challenge for many service companies. Academics have generated a large body of research …
challenge for many service companies. Academics have generated a large body of research …
Behavioral operations and supply chain management–a review and literature mapping
Behavioral operations research has proliferated greatly over the decade since its first formal
review in 2006. The growth of the field warrants an objective mapping of contributions to the …
review in 2006. The growth of the field warrants an objective mapping of contributions to the …
Managing retention in service relationships
In a repeat business context, past experiences with a service provider affect customers'
decisions to renew their contract. How should a strategic firm manage customized service …
decisions to renew their contract. How should a strategic firm manage customized service …
A theory of predictive sales analytics adoption
Given the pervasive ubiquity of data, sales practice is moving rapidly into an era of predictive
analytics, using quantitative methods, including machine learning algorithms, to reveal …
analytics, using quantitative methods, including machine learning algorithms, to reveal …
Newsvendor pull-to-center reconsidered
N Lau, S Hasija, JN Bearden - Decision Support Systems, 2014 - Elsevier
In the newsvendor problem, a pull-to-center effect has been asserted, whereby subjects are
said to order a quantity between the mean of the demand distribution and the expected profit …
said to order a quantity between the mean of the demand distribution and the expected profit …
Social promotion: A creative promotional framework on consumers' social network value
Red packets have symbolized happiness and good luck in Asian culture for centuries. An
emerging number of online merchants in Asia are adopting social red packets as a …
emerging number of online merchants in Asia are adopting social red packets as a …
Customer acquisition and retention spending: An analytical model and empirical investigation in wireless telecommunications markets
Strategic resource allocation in growth markets is always a challenging task. This is
especially true when it comes to determining the level of investments and expenditures for …
especially true when it comes to determining the level of investments and expenditures for …
Ambidextrous selling: a systematic review and synthesis of theories, themes, and methodologies
Since its inception in the field of organizational learning, ambidexterity has now evolved as a
ubiquitous phenomenon, permeating all functional units of an organization. Over the last …
ubiquitous phenomenon, permeating all functional units of an organization. Over the last …
Strategic consumers, revenue management, and the design of loyalty programs
SY Chun, A Ovchinnikov - Management Science, 2019 - pubsonline.informs.org
We study the interaction between the design of a premium-status loyalty program, revenue
management, and strategic consumer behavior. Specifically, we consider a …
management, and strategic consumer behavior. Specifically, we consider a …
Integrating revenue management and sales and operations planning in a Make-To-Stock environment: softwood lumber case study
M Ben Ali, S D'amours, J Gaudreault… - … Information Systems and …, 2019 - Taylor & Francis
Most research regarding revenue management in manufacturing has considered only a
short-term planning horizon, assuming supply and production data exogenously given …
short-term planning horizon, assuming supply and production data exogenously given …