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Customer-Base Valuation in a Contractual Setting: The Perils of Ignoring Heterogeneity

Citations

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Cited by:

  1. Fader, Peter S. & Hardie, Bruce G.S., 2011. "Comment on “On Estimating Current-customer Equity Using Company Summary Data”," Journal of Interactive Marketing, Elsevier, vol. 25(1), pages 18-19.
  2. 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.
  3. 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.
  4. Mark, Tanya & Lemon, Katherine N. & Vandenbosch, Mark & Bulla, Jan & Maruotti, Antonello, 2013. "Capturing the Evolution of Customer–Firm Relationships: How Customers Become More (or Less) Valuable Over Time," Journal of Retailing, Elsevier, vol. 89(3), pages 231-245.
  5. 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.
  6. Michael Braun & David A. Schweidel, 2011. "Modeling Customer Lifetimes with Multiple Causes of Churn," Marketing Science, INFORMS, vol. 30(5), pages 881-902, September.
  7. 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.
  8. Chandrasekhar Valluri & Sudhakar Raju & Vivek H. Patil, 2022. "Customer determinants of used auto loan churn: comparing predictive performance using machine learning techniques," Journal of Marketing Analytics, Palgrave Macmillan, vol. 10(3), pages 279-296, September.
  9. Guofang Huang & K. Sudhir, 2021. "The Causal Effect of Service Satisfaction on Customer Loyalty," Management Science, INFORMS, vol. 67(1), pages 317-341, January.
  10. 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.
  11. Marc Fischer & Simone Wies, 2025. "Accessing the Untapped Brand Leverage Potential: A Strategic Framework from a Capital Market View," Management Science, INFORMS, vol. 71(3), pages 2011-2034, March.
  12. Shi, Ruixia & Chen, Hongyu & Sethi, Suresh P., 2019. "A generalized count model on customers' purchases in O2O market," International Journal of Production Economics, Elsevier, vol. 215(C), pages 121-130.
  13. Antonello Maruotti & Jan Bulla & Tanya Mark, 2019. "Assessing the influence of marketing activities on customer behaviors: a dynamic clustering approach," METRON, Springer;Sapienza Università di Roma, vol. 77(1), pages 19-42, April.
  14. Guofang Huang & K. Sudhir, 2019. "The Causal Effect of Service Satisfaction on Customer Loyalty," Cowles Foundation Discussion Papers 2177, Cowles Foundation for Research in Economics, Yale University.
  15. Fader, Peter S. & Hardie, Bruce G.S. & Liu, Yuzhou & Davin, Joseph & Steenburgh, Thomas, 2018. "“How to Project Customer Retention” Revisited: The Role of Duration Dependence," Journal of Interactive Marketing, Elsevier, vol. 43(C), pages 1-16.
  16. Ta-Wei Huang & Eva Ascarza, 2024. "Doing More with Less: Overcoming Ineffective Long-Term Targeting Using Short-Term Signals," Marketing Science, INFORMS, vol. 43(4), pages 863-884, July.
  17. 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.
  18. Aurélie Lemmens & Sunil Gupta, 2020. "Managing Churn to Maximize Profits," Marketing Science, INFORMS, vol. 39(5), pages 956-973, September.
  19. Haenlein, Michael & Libai, Barak & Muller, Eitan, 2023. "Satiation and cross promotion: Selling and swapping users in mobile games," International Journal of Research in Marketing, Elsevier, vol. 40(2), pages 342-361.
  20. Daniel Kvíčala & Maria Králová & Petr Suchánek, 2026. "The impact of online purchase behaviour on customer lifetime value," Journal of Marketing Analytics, Palgrave Macmillan, vol. 14(1), pages 120-137, March.
  21. 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.
  22. Eva Ascarza & Bruce G. S. Hardie, 2013. "A Joint Model of Usage and Churn in Contractual Settings," Marketing Science, INFORMS, vol. 32(4), pages 570-590, July.
  23. Lily (Xuehui) Gao & Evert Haan & Iguácel Melero-Polo & F. Javier Sese, 2023. "Winning your customers’ minds and hearts: Disentangling the effects of lock-in and affective customer experience on retention," Journal of the Academy of Marketing Science, Springer, vol. 51(2), pages 334-371, March.
  24. Richards, Timothy J. & Rabinovich, Elliot, 2026. "Supply Chain Resilience and Network Stability," 2026 Annual Meeting, July 26 - 28, 2026, Kansas City, Missouri 404628, Agricultural and Applied Economics Association.
  25. 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.
  26. Hans Jørn Juhl & Morten H. J. Fenger & John Thøgersen, 2017. "Will the Consistent Organic Food Consumer Step Forward? An Empirical Analysis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(3), pages 519-535.
  27. Vahideh Sadat Abedi & Oded Berman & Fred M. Feinberg & Dmitry Krass, 2022. "Strategic new product media planning under emergent channel substitution and synergy," Production and Operations Management, Production and Operations Management Society, vol. 31(5), pages 2143-2166, May.
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