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The impact of customer-specific marketing expenses on customer retention and customer profitability

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Author Info

  • Sander Triest

    ()

  • Maurice Bun

    ()

  • Erik Raaij

    ()

  • Maarten Vernooij

    ()

Abstract

No abstract is available for this item.

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File URL: http://hdl.handle.net/10.1007/s11002-008-9061-2
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Bibliographic Info

Article provided by Springer in its journal Marketing Letters.

Volume (Year): 20 (2009)
Issue (Month): 2 (June)
Pages: 125-138

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Handle: RePEc:kap:mktlet:v:20:y:2009:i:2:p:125-138

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Web page: http://www.springerlink.com/link.asp?id=100312

Related research

Keywords: Customer profitability; Customer-specific marketing expenses; Panel data;

References

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  1. R Blundell & Steven Bond, . "Initial conditions and moment restrictions in dynamic panel data model," Economics Papers W14&104., Economics Group, Nuffield College, University of Oxford.
  2. 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.
  3. Gounaris, Spiros P., 2005. "Trust and commitment influences on customer retention: insights from business-to-business services," Journal of Business Research, Elsevier, vol. 58(2), pages 126-140, February.
  4. Arellano, Manuel & Bond, Stephen, 1991. "Some Tests of Specification for Panel Data: Monte Carlo Evidence and an Application to Employment Equations," Review of Economic Studies, Wiley Blackwell, vol. 58(2), pages 277-97, April.
  5. Jones, Michael A. & Mothersbaugh, David L. & Beatty, Sharon E., 2002. "Why customers stay: measuring the underlying dimensions of services switching costs and managing their differential strategic outcomes," Journal of Business Research, Elsevier, vol. 55(6), pages 441-450, June.
  6. 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.
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Cited by:
  1. Jolley, William & Lee, Alvin & Mizerski, Richard & Sadeque, Saalem, 2013. "Permission email messages significantly increase gambler retention," Journal of Business Research, Elsevier, vol. 66(9), pages 1617-1622.

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