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A Customer Management Dilemma: When Is It Profitable to Reward One's Own Customers?

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Cited by:

  1. T. Tony Ke & K. Sudhir, 2023. "Privacy Rights and Data Security: GDPR and Personal Data Markets," Management Science, INFORMS, vol. 69(8), pages 4389-4412, August.
  2. Krista J. Li & Sanjay Jain, 2016. "Behavior-Based Pricing: An Analysis of the Impact of Peer-Induced Fairness," Management Science, INFORMS, vol. 62(9), pages 2705-2721, September.
  3. Colombo, Stefano, 2015. "Should a firm engage in behaviour-based price discrimination when facing a price discriminating rival? A game-theory analysis," Information Economics and Policy, Elsevier, vol. 30(C), pages 6-18.
  4. Romain de Nijs, 2015. "Behavior-based price discrimination and customer information sharing," PSE Working Papers hal-01226250, HAL.
  5. Wang, Yu & Li, Minqiang & Feng, Haiyang & Feng, Nan, 2023. "Which is better for competing firms with quality increasing: behavior-based price discrimination or uniform pricing?," Omega, Elsevier, vol. 118(C).
  6. Chongwoo Choe & Noriaki Matsushima, 2021. "Behavior-Based Price Discrimination and Product Choice," Review of Industrial Organization, Springer;The Industrial Organization Society, vol. 58(2), pages 263-273, March.
  7. Mengze Shi, 2013. "A theoretical analysis of endogenous and exogenous switching costs," Quantitative Marketing and Economics (QME), Springer, vol. 11(2), pages 205-230, June.
  8. Jean-Pierre H. Dubé & Zheng Fang & Nathan Fong & Xueming Luo, 2016. "Competitive Price Targeting with Smartphone Coupons," NBER Working Papers 22067, National Bureau of Economic Research, Inc.
  9. Rosa-Branca Esteves & Joana Resende, 2016. "Competitive Targeted Advertising with Price Discrimination," Marketing Science, INFORMS, vol. 35(4), pages 576-587, July.
  10. Sumit Shrivastav, 2023. "Profitability of behavior-based price discrimination," Marketing Letters, Springer, vol. 34(4), pages 535-547, December.
  11. Minkyung Kim & K. Sudhir & Kosuke Uetake & Rodrigo Canales, 2016. "Multidimensional Sales Incentives in CRM Settings: Customer Adverse Selection and Moral Hazard," Cowles Foundation Discussion Papers 2085, Cowles Foundation for Research in Economics, Yale University.
  12. Baek Jung Kim & Vishal Singh & Russell S. Winer, 2017. "The Pareto rule for frequently purchased packaged goods: an empirical generalization," Marketing Letters, Springer, vol. 28(4), pages 491-507, December.
  13. Yuxin Chen & Xinxin Li & Monic Sun, 2017. "Competitive Mobile Geo Targeting," Marketing Science, INFORMS, vol. 36(5), pages 666-682, September.
  14. Flavio Pino, 2022. "The microeconomics of data – a survey," Economia e Politica Industriale: Journal of Industrial and Business Economics, Springer;Associazione Amici di Economia e Politica Industriale, vol. 49(3), pages 635-665, September.
  15. Jiwoong Shin & Woochoel Shin, 2023. "A Theory of Irrelevant Advertising: An Agency-Induced Targeting Inefficiency," Management Science, INFORMS, vol. 69(8), pages 4481-4497, August.
  16. Manis, K.T. & Madhavaram, Sreedhar, 2023. "AI-Enabled marketing capabilities and the hierarchy of capabilities: Conceptualization, proposition development, and research avenues," Journal of Business Research, Elsevier, vol. 157(C).
  17. Junhyun Bae & Li Chen & Shiqing Yao, 2022. "Service Capacity and Price Promotion Wars," Management Science, INFORMS, vol. 68(12), pages 8757-8772, December.
  18. Esteves, Rosa-Branca, 2022. "Can personalized pricing be a winning strategy in oligopolistic markets with heterogeneous demand customers? Yes, it can," International Journal of Industrial Organization, Elsevier, vol. 85(C).
  19. Mengze Shi, 2013. "A theoretical analysis of endogenous and exogenous switching costs," Quantitative Marketing and Economics (QME), Springer, vol. 11(2), pages 205-230, June.
  20. Romain de Nijs, 2015. "Behavior-based price discrimination and customer information sharing," Working Papers hal-01226250, HAL.
  21. Ryan W. Buell & Dennis Campbell & Frances X. Frei, 2016. "How Do Customers Respond to Increased Service Quality Competition?," Manufacturing & Service Operations Management, INFORMS, vol. 18(4), pages 585-607, October.
  22. Miettinen, Topi & Stenbacka, Rune, 2015. "Personalized pricing versus history-based pricing: implications for privacy policy," Information Economics and Policy, Elsevier, vol. 33(C), pages 56-68.
  23. Bita Hajihashemi & Amin Sayedi & Jeffrey D. Shulman, 2022. "The Perils of Personalized Pricing with Network Effects," Marketing Science, INFORMS, vol. 41(3), pages 477-500, May.
  24. Oz Shy & Rune Stenbacka, 2011. "Customer recognition and competition," Working Papers 11-7, Federal Reserve Bank of Boston.
  25. Choe, Chongwoo & Matsushima, Noriaki & Tremblay, Mark J., 2022. "Behavior-based personalized pricing: When firms can share customer information," International Journal of Industrial Organization, Elsevier, vol. 82(C).
  26. De Nijs, Romain & Rhodes, Andrew, 2013. "Behavior-based pricing with experience goods," Economics Letters, Elsevier, vol. 118(1), pages 155-158.
  27. Xujin Pu & Huanzhen Zhang, 2016. "Voluntary Certification of Agricultural Products in Competitive Markets: The Consideration of Boundedly Rational Consumers," Sustainability, MDPI, vol. 8(9), pages 1-13, September.
  28. Gandomi, A. & Zolfaghari, S., 2013. "Profitability of loyalty reward programs: An analytical investigation," Omega, Elsevier, vol. 41(4), pages 797-807.
  29. Baye, Irina & Reiz, Tim & Sapi, Geza, 2018. "Customer recognition and mobile geo-targeting," DICE Discussion Papers 285, Heinrich Heine University Düsseldorf, Düsseldorf Institute for Competition Economics (DICE).
  30. Zibin Xu & Anthony Dukes, 2022. "Personalization from Customer Data Aggregation Using List Price," Management Science, INFORMS, vol. 68(2), pages 960-980, February.
  31. Luo, Meiling & Li, Gang & Chen, Xudong, 2021. "Competitive location-based mobile coupon targeting strategy," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
  32. Li, Krista J. & Zhang, Jianqiang, 2021. "How does customer recognition affect service provision?," International Journal of Research in Marketing, Elsevier, vol. 38(4), pages 900-914.
  33. Hoe Sang Chung, 2016. "Behavior-Based Price Discrimination with Experience Goods," Manchester School, University of Manchester, vol. 84(5), pages 675-695, September.
  34. Jiwoong Shin & K. Sudhir & Dae-Hee Yoon, 2012. "When to "Fire" Customers: Customer Cost-Based Pricing," Management Science, INFORMS, vol. 58(5), pages 932-947, May.
  35. Jungju Yu, 2021. "A Model of Brand Architecture Choice: A House of Brands vs. A Branded House," Marketing Science, INFORMS, vol. 40(1), pages 147-167, January.
  36. Rosa-Branca Esteves & Qihong Liu & Jie Shuai, 2016. "Behavior-Based Price Discrimination in a Multi-Dimensional Preferences Market," NIPE Working Papers 4/2016, NIPE - Universidade do Minho.
  37. Lam, Wing Man Wynne & Liu, Xingyi, 2020. "Does data portability facilitate entry?," International Journal of Industrial Organization, Elsevier, vol. 69(C).
  38. Yang, Rui & Tang, Wansheng & Dou, Mengdi & Zhang, Jianxiong, 2021. "Pricing and investing in co-creation with customers for a duopoly," International Journal of Production Economics, Elsevier, vol. 237(C).
  39. Brokesova, Zuzana & Deck, Cary & Peliova, Jana, 2014. "Experimenting with purchase history based price discrimination," International Journal of Industrial Organization, Elsevier, vol. 37(C), pages 229-237.
  40. Umezawa, Masashi, 2022. "Behavior-based price discrimination in a horizontally and vertically differentiated duopoly with switching costs," Information Economics and Policy, Elsevier, vol. 61(C).
  41. Zuzana Brokesova & Cary Deck & Jana Peliova, 2014. "Experimenting with Behavior Based Pricing," Working Papers 14-12, Chapman University, Economic Science Institute.
  42. Bernard Caillaud & Romain de Nijs, 2011. "Strategic loyalty reward in dynamic price Discrimination," Working Papers halshs-00622291, HAL.
  43. Bing Jing, 2016. "Customer Recognition in Experience vs. Inspection Good Markets," Management Science, INFORMS, vol. 62(1), pages 216-224, January.
  44. Qiaowei Shen & J. Miguel Villas-Boas, 2018. "Behavior-Based Advertising," Management Science, INFORMS, vol. 64(5), pages 2047-2064, May.
  45. Cao, Qingning & Geng, Xianjun & Zhang, Jun, 2015. "Strategic Role of Retailer Bundling in a Distribution Channel," Journal of Retailing, Elsevier, vol. 91(1), pages 50-67.
  46. Sheng, Yujie & Zeng, Hongtai & Guo, Qinglai & Yu, Yang & Li, Qiang, 2023. "Impact of customer portrait information superiority on competitive pricing of EV fast-charging stations," Applied Energy, Elsevier, vol. 348(C).
  47. Rosa‐Branca Esteves & Qihong Liu & Jie Shuai, 2022. "Behavior‐based price discrimination with nonuniform distribution of consumer preferences," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 31(2), pages 324-355, April.
  48. Ki-Eun Rhee & Raphael Thomadsen, 2017. "Behavior-Based Pricing in Vertically Differentiated Industries," Management Science, INFORMS, vol. 63(8), pages 2729-2740, August.
  49. Stefano Colombo & Paolo G. Garella, 2022. "Customer‐Based Customization and Price Competition," Journal of Industrial Economics, Wiley Blackwell, vol. 70(4), pages 939-961, December.
  50. Jia, Kunhao & Liao, Xiuwu & Feng, Juan, 2018. "Selling or leasing? Dynamic pricing of software with upgrades," European Journal of Operational Research, Elsevier, vol. 266(3), pages 1044-1061.
  51. Tommaso Valletti & Jiahua Wu, 2020. "Consumer Profiling with Data Requirements: Structure and Policy Implications," Production and Operations Management, Production and Operations Management Society, vol. 29(2), pages 309-329, February.
  52. Hui Xiong & Ying-Ju Chen, 2014. "Product Line Design with Seller-Induced Learning," Management Science, INFORMS, vol. 60(3), pages 784-795, March.
  53. Rosa-Branca Esteves, 2021. "Can personalized pricing be a winning strategy in oligopolistic markets with heterogeneous demand customers? Yes, it can," NIPE Working Papers 08/2021, NIPE - Universidade do Minho.
  54. Li, Sanxi & Sun, Hailin & Yu, Jun, 2023. "Competitive targeted online advertising," International Journal of Industrial Organization, Elsevier, vol. 87(C).
  55. Xi Li & Zibin Xu, 2022. "Superior Knowledge, Price Discrimination, and Customer Inspection," Marketing Science, INFORMS, vol. 41(6), pages 1097-1117, November.
  56. Tao Wang & Shi-Xiao Wang, 2022. "International Manufacturer’s Online Marketplace Choice Considering Behavior-Based Pricing," Sustainability, MDPI, vol. 14(21), pages 1-18, November.
  57. Bernard Caillaud & Romain de Nijs, 2011. "Strategic loyalty reward in dynamic price Discrimination," PSE Working Papers halshs-00622291, HAL.
  58. Miettinen, Topi & Stenbacka, Rune, 2018. "Strategic short-termism: Implications for the management and acquisition of customer relationships," Journal of Economic Behavior & Organization, Elsevier, vol. 153(C), pages 200-222.
  59. Krista J. Li, 2018. "Behavior-Based Pricing in Marketing Channels," Marketing Science, INFORMS, vol. 37(2), pages 310-326, March.
  60. Raphael Thomadsen & Robert Zeithammer & Ganesh Iyer & Dina Mayzlin & Yesim Orhun & Amit Pazgal & Devavrat Purohit & Ram Rao & Michael Riordan & Jiwoong Shin & Monic Sun & Miguel Villas-Boas, 2012. "A reflection on analytical work in marketing: Three points of consensus," Marketing Letters, Springer, vol. 23(2), pages 381-389, June.
  61. Chongwoo Choe & Stephen King & Noriaki Matsushima, 2017. "Pricing with Cookies: Behavior-Based Price Discrimination and Spatial Competition," Monash Economics Working Papers 07-17, Monash University, Department of Economics.
  62. Jeong, Yuncheol & Maruyama, Masayoshi, 2018. "Positioning and pricing strategies in a market with switching costs and staying costs," Information Economics and Policy, Elsevier, vol. 44(C), pages 47-57.
  63. Robert Ridlon & Jiwoong Shin, 2013. "Favoring the Winner or Loser in Repeated Contests," Marketing Science, INFORMS, vol. 32(5), pages 768-785, September.
  64. Bernard Caillaud & Romain De Nijs, 2014. "Strategic Loyalty Reward in Dynamic Price Discrimination," Marketing Science, INFORMS, vol. 33(5), pages 725-742, September.
  65. Krista J. Li, 2021. "Behavior-Based Quality Discrimination," Manufacturing & Service Operations Management, INFORMS, vol. 23(2), pages 425-436, March.
  66. Wan, Qin & Yang, Shilei & Shi, Victor & Qiu, Martin, 2021. "Optimal strategies of mobile targeting promotion under competition," International Journal of Production Economics, Elsevier, vol. 237(C).
  67. Xuan Wang & Chi To Ng, 2020. "New retail versus traditional retail in e-commerce: channel establishment, price competition, and consumer recognition," Annals of Operations Research, Springer, vol. 291(1), pages 921-937, August.
  68. Zhenfeng Liu & Jian Feng & Bin Liu, 2019. "Pricing and Service Level Decisions under a Sharing Product and Consumers’ Variety-Seeking Behavior," Sustainability, MDPI, vol. 11(24), pages 1-16, December.
  69. Wayne Taylor & Brett Hollenbeck, 2021. "Leveraging loyalty programs using competitor based targeting," Quantitative Marketing and Economics (QME), Springer, vol. 19(3), pages 417-455, December.
  70. Ding, Long & Liu, Peng & Hu, Sen, 2023. "Geo-Fencing or Geo-Conquesting? a strategic analysis of Location-Based coupon under different market structures," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 174(C).
  71. Chongwoo Choe & Stephen King & Noriaki Matsushima, 2018. "Pricing with Cookies: Behavior-Based Price Discrimination and Spatial Competition," Management Science, INFORMS, vol. 64(12), pages 5669-5687, December.
  72. Shy, Oz & Stenbacka, Rune, 2013. "Investment in customer recognition and information exchange," Information Economics and Policy, Elsevier, vol. 25(2), pages 92-106.
  73. Stefano Colombo, 2016. "Imperfect Behavior‐Based Price Discrimination," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 25(3), pages 563-583, September.
  74. Arieh Gavious & Ella Segev, 2017. "Price Discrimination Based on Buyers’ Purchase History," Dynamic Games and Applications, Springer, vol. 7(2), pages 229-265, June.
  75. Zhenling Jiang & Tat Chan & Hai Che & Youwei Wang, 2021. "Consumer Search and Purchase: An Empirical Investigation of Retargeting Based on Consumer Online Behaviors," Marketing Science, INFORMS, vol. 40(2), pages 219-240, March.
  76. Jeffrey D. Shulman & Xianjun Geng, 2013. "Add-on Pricing by Asymmetric Firms," Management Science, INFORMS, vol. 59(4), pages 899-917, April.
  77. H. Mirzaei, Fouad & Ødegaard, Fredrik & Yan, Xinghao, 2015. "User reward programs in online social media," Omega, Elsevier, vol. 57(PB), pages 123-144.
  78. Wei, Yuansheng & Huang, Pei, 2019. "A model of product compatibility introduction with consumer recognition," International Journal of Research in Marketing, Elsevier, vol. 36(4), pages 613-629.
  79. De Nijs, Romain, 2017. "Behavior-based price discrimination and customer information sharing," International Journal of Industrial Organization, Elsevier, vol. 50(C), pages 319-334.
  80. Noriaki Matsushima & Tomomichi Mizuno & Cong Pan, 2023. "Personalized pricing with heterogeneous mismatch costs," Southern Economic Journal, John Wiley & Sons, vol. 90(2), pages 369-388, October.
  81. Muzaffer Buyruk & Ertan Güner, 2022. "Personalization in airline revenue management: an overview and future outlook," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 21(2), pages 129-139, April.
  82. Zhang, Yingdan & Yang, Ruina & Yi, Zelong & Yao, Shiqing & Jing, Yiheng, 2023. "Behavior-Based pricing under asymmetric channel competition with strategic consumers," Omega, Elsevier, vol. 120(C).
  83. Halbheer, Daniel & Gärtner, Dennis L. & Gerstner, Eitan & Koenigsberg, Oded, 2018. "Optimizing service failure and damage control," International Journal of Research in Marketing, Elsevier, vol. 35(1), pages 100-115.
  84. Jianqiang Zhang & Zhuping Liu & Raghunath Singh Rao, 2018. "Flirting with the enemy: online competitor referral and entry-deterrence," Quantitative Marketing and Economics (QME), Springer, vol. 16(2), pages 209-249, June.
  85. Przemysław Jeziorski & Elena Krasnokutskaya & Olivia Ceccarini, 2019. "Skimming from the Bottom: Empirical Evidence of Adverse Selection When Poaching Customers," Marketing Science, INFORMS, vol. 38(4), pages 543-566, July.
  86. Liang Guo, 2023. "Overage Charge or Loyalty Discount: When Should Extra Consumptions Be Penalized or Rewarded?," Marketing Science, INFORMS, vol. 42(3), pages 614-633, May.
  87. Seung Hwan (Shawn) Lee & Scott Fay, 2017. "Why offer lower prices to past customers? Inducing favorable social price comparisons to enhance customer retention," Quantitative Marketing and Economics (QME), Springer, vol. 15(2), pages 123-163, June.
  88. Rhee, Ki-Eun, 2014. "What types of switching costs to create under behavior-based price discrimination?," International Journal of Industrial Organization, Elsevier, vol. 37(C), pages 209-221.
  89. Jiwoong Shin & Jungju Yu, 2021. "Targeted Advertising and Consumer Inference," Marketing Science, INFORMS, vol. 40(5), pages 900-922, September.
  90. Juanjuan Zhang, 2011. "The Perils of Behavior-Based Personalization," Marketing Science, INFORMS, vol. 30(1), pages 170-186, 01-02.
  91. Weimin Ma & Rong Cheng & Hua Ke, 2018. "Impacts of Power Structure on Supply Chain with a Store Brand," Asia-Pacific Journal of Operational Research (APJOR), World Scientific Publishing Co. Pte. Ltd., vol. 35(04), pages 1-25, August.
  92. Jean-Pierre Dubé & Zheng Fang & Nathan Fong & Xueming Luo, 2017. "Competitive Price Targeting with Smartphone Coupons," Marketing Science, INFORMS, vol. 36(6), pages 944-975, November.
  93. Upender Subramanian & Jagmohan S. Raju & Z. John Zhang, 2014. "The Strategic Value of High-Cost Customers," Management Science, INFORMS, vol. 60(2), pages 494-507, February.
  94. Bing Jing, 2017. "Behavior-Based Pricing, Production Efficiency, and Quality Differentiation," Management Science, INFORMS, vol. 63(7), pages 2365-2376, July.
  95. Oz Shy & Rune Stenbacka, 2016. "Customer Privacy and Competition," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 25(3), pages 539-562, September.
  96. 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.
  97. Arun Gopalakrishnan & Young-Hoon Park, 2021. "The Impact of Coupons on the Visit-to-Purchase Funnel," Marketing Science, INFORMS, vol. 40(1), pages 48-61, January.
  98. Koray Cosguner & Tat Y. Chan & P. B. (Seethu) Seetharaman, 2017. "Behavioral Price Discrimination in the Presence of Switching Costs," Marketing Science, INFORMS, vol. 36(3), pages 426-435, May.
  99. Xiaolong Guo & Shengming Zheng & Yugang Yu & Fuqiang Zhang, 2021. "Optimal Bundling Strategy for a Retail Platform Under Agency Selling," Production and Operations Management, Production and Operations Management Society, vol. 30(7), pages 2273-2284, July.
  100. J. Miguel Villas-Boas & Yunfei (Jesse) Yao, 2021. "A Dynamic Model of Optimal Retargeting," Marketing Science, INFORMS, vol. 40(3), pages 428-458, May.
  101. Esteves, Rosa-Branca & Resende, Joana, 2019. "Personalized pricing and advertising: Who are the winners?," International Journal of Industrial Organization, Elsevier, vol. 63(C), pages 239-282.
  102. Harutyunyan, Mushegh & Jiang, Baojun, 2017. "Strategic Implications of Keeping Product Value Secret from Competitor’s Customers," Journal of Retailing, Elsevier, vol. 93(3), pages 382-399.
  103. Stefano Colombo, 2018. "Behavior‐ and characteristic‐based price discrimination," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 27(2), pages 237-250, June.
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