An important aspect of customer relationship management is the targeting of customer
segments with tailored promotional activities. While most contributions focus on the selection …

A large body of academic research has recently focused on omnichannel retailing especially
on brick-and-mortar (offline) retailers adding and integrating online capabilities. Relatedly …

This study explores how lifestyle can explain the heterogeneous customer lifetime values
(CLVs) among various market segments. We develop a latent class model of purchase …

Online commercial interactions have increased dramatically over the last decade, leading to
the emergence of networks that link the electronic commerce landing pages of related …

Bundling is the practice of selling two or more products together, often at a discounted price.
In this article, we extend the concept of bundling to a wide variety of choice settings. We …

Customer management activities at firms involve making consistent decisions over time,
about:(a) which customers to select for targeting,(b) determining the level of resources to be …

Recency, frequency, and monetary (RFM) models are widely used to estimate customer
value. However, they are based on the customer perspective and do not take the product …

Through field experiments conducted in two business-to-business firms, the authors
evaluate the financial and relational consequences of adopting a customer focus in sales …

Amid growing competition, retailers are increasingly interested in more effective aisle and
display management strategies. These strategies involve placements of product categories …

We applied a labeled choice experiment (LCE) to investigate consumer demand and choice
behavior for fresh seafood in a retail market. The LCE was conducted for a large number of …