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Customer-adapted coupon targeting using feature selection☆
15 references·13 citing·52 second hop
Customer-adapted coupon targeting using feature selection☆ (2003)Customer-adapted coupon targeting using f…Customer base analysis: partial defection of behaviourally loyal clients in a non-contractual FMCG retail setting (2004)Customer base analysis: parti…Bayesian neural network learning for repeat purchase modelling in direct marketing (2002)Bayesian neural network learn…Pursuing the Value-Conscious Consumer: Store Brands versus National Brand Promotions (2001)Pursuing the Value-Conscious …Market Response to a Major Policy Change in the Marketing Mix: Learning from Procter & Gamble's Value Pricing Strategy (2001)Market Response to a Major Po…The Decomposition of Promotional Response: An Empirical Generalization (1999)The Decomposition of Promotio…The Effect of Promotion on Consumption: Buying More and Consuming It Faster (1998)The Effect of Promotion on Co…Coupon Attractiveness and Coupon Proneness: A Framework for Modeling Coupon Redemption (1997)Coupon Attractiveness and Cou…Measuring the Dynamic Effects of Promotions on Brand Choice (1996)Measuring the Dynamic Effects…Brand Choice, Purchase Incidence, and Segmentation: An Integrated Modeling Approach (1992)Brand Choice, Purchase Incide…Consumer Perceptions of Promotional Activity (1991)Consumer Perceptions of Promo…The Relationship Between Market Characteristics and Promotional Price Elasticities (1989)The Relationship Between Mark…Reference Effects of Price and Promotion on Brand Choice Behavior (1989)Reference Effects of Price an…The Effects of a Direct Mail Coupon on Brand Choice Behavior (1987)The Effects of a Direct Mail …A Reference Price Model of Brand Choice for Frequently Purchased Products (1986)A Reference Price Model of Br…A Theoretical and Empirical Evaluation of Price Deals for Consumer Nondurables (1981)A Theoretical and Empirical E…A two-stage model for forecasting consumers’ intention to purchase with e-coupons (2020)A two-stage model for forecas…Online airline ticket purchasing: Influence of online sales promotion type and Internet experience (2016)Online airline ticket purchas…Improving direct mail targeting through customer response modeling (2015)Improving direct mail targeti…Customer churn prediction in telecommunication (2015)Customer churn prediction in …Weak signal identification with semantic web mining (2013)Weak signal identification wi…Customer Churn Prediction in Telecommunication A Decade Review and Classification (2013)Customer Churn Prediction in …Dynamics of Customer Response to Promotional and Relational Direct Mailings from an Apparel Retailer: The Moderating Role of Relationship Strength (2011)Dynamics of Customer Response…Predicting Customer Churn in Telecommunications Service Providers (2009)Predicting Customer Churn in …Electronic promotion to new customers using mkNN learning (2008)Electronic promotion to new c…The pragmatic quality of Resources- Events-Agents diagrams: an experimental evaluation (2007)The pragmatic quality of Reso…Constrained optimization of data-mining problems to improve model performance: A direct-marketing application (2005)Constrained optimization of d…Dynamic cross-sales effects of price promotions: Empirical generalizations (2004)Dynamic cross-sales effects o…Direct and indirect effects of retail promotions on sales and profits in the do-it-yourself market (2003)Direct and indirect effects o…A Logit Model of Brand Choice Calibrated on Scanner Data (1983)Impact of Sales Promotions on When, What, and How Much to Buy (1988)Customer satisfaction, customer retention, and market share (1993)A Comparative Analysis of Reference Price Models (1997)Expectation Disconfirmation and Technology Adoption: Polynomial Modeling and Response Surface Analysis1 (2010)Mental Accounting and Consumer Choice (1985)Discrete Choice Analysis: Theory and Application to Travel Demand. (1987)Who Benefits from Store Brand Entry? (2004)The Impact of a Product-Harm Crisis on Marketing Effectiveness (2007)Mental Accounting and Consumer Choice (2008)What drives impulse buying behaviors in a mobile auction? The perspective of the Stimulus-Organism-Response model (2018)Barriers to New Competition (1957)Information and Consumer Behavior (1970)Advertising as Information (1974)The role of retail promotion in determining future brand loyalty: its effect on purchase event feedback (1999)The efficacy of sales promotions in UK supermarkets: a consumer view (2002)An Empirical Analysis of Determinants of Retailer Pricing Strategy (2004)Limited-dependent and qualitative variables in econometrics (1983)Discrete Choice Analysis (1985)Consumer price sensitivity and price thresholds14 14Sangman Han is Associate Professor, School of Business Administration Sungkyunkwan University, 53 3-ga, Myongnyun-dong, Chongno-gu, Seoul (phone: 82-2-760-0456, email: smhan@yurim.skku.ac.kr). Sunil Gupta is Meyer Feldberg Professor of Business (phone: 212-854-3467, email: sg37@columbia.edu) and Donald R. Lehmann is George E. Warren Professor (phone: 212-854-3465, email: drl2@columbia.edu), both at the Graduate School of Business, Columbia University, New York, NY 10027. All correspondence should be directed to Sunil Gupta. (2001)The Effectiveness of Customized Promotions in Online and Offline Stores (2009)Estimating Primary Demand for Substitutable Products from Sales Transaction Data (2012)The Theory of Buyer Behavior (1971)Conditional logit analysis of qualitative choice behavior (1972)Distinguishing Coupon Proneness from Value Consciousness: An Acquisition-Transaction Utility Theory Perspective (1990)Loss Aversion in Riskless Choice: A Reference-Dependent Model (1991)The evolution and future of national customer satisfaction index models (2001)A Probabilistic Choice Model for Market Segmentation and Elasticity Structure (1989)Dietary Implications of Supermarket Development: A Global Perspective (2008)The conscious consumer: taking a flexible approach to ethical behaviour (2009)Revisión de la productividad científica sobre gestión de la experiencia del cliente (2018)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Testing Structural Equation Models. (1994)Market Orientation and Alternative Strategic Orientations: A Longitudinal Assessment of Performance Implications (2002)Determinants of Online Channel Use and Overall Satisfaction with a Relational, Multichannel Service Provider (2003)Consumer behavior and environmental sustainability in tourism and hospitality: a review of theories, concepts, and latest research (2021)Advances in Consumer Research (2025)Zero defections: quality comes to services. (1990)The Commitment-Trust Theory of Relationship Marketing (1994)The Behavioral Consequences of Service Quality (1996)Churn prediction in subscription services: An application of support vector machines while comparing two parameter-selection techniques (2006)Customer churn prediction using improved balanced random forests (2008)Building comprehensible customer churn prediction models with advanced rule induction techniques (2010)A Price Discrimination Theory of Coupons (1984)The Theory of Reasoned Action Applied to Coupon Usage (1984)Consumer Promotions and the Acceleration of Product Purchases (1985)A brand for all seasons? A discussion of brand loyalty approaches and their applicability for different markets (2001)The effect of sales promotion on post-promotion brand preference: A meta-analysis (2006)Promotional Marketing or Word-of-Mouth? Evidence from Online Restaurant Reviews (2013)Price Search in the Retail Grocery Market (1996)Reciprocal Spillover Effects: A Strategic Benefit of Brand Extensions (2003)Dynamic Version of the Economic Lot Size Model (2004)
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References

  • 2001Pursuing the Value-Conscious Consumer: Store Brands versus National Brand Promotions1,039 cited
  • 1986A Reference Price Model of Brand Choice for Frequently Purchased Products934 cited
  • 1989Reference Effects of Price and Promotion on Brand Choice Behavior547 cited
  • 2004Customer base analysis: partial defection of behaviourally loyal clients in a non-contractual FMCG retail setting425 cited
  • 1999The Decomposition of Promotional Response: An Empirical Generalization424 cited
  • 1992Brand Choice, Purchase Incidence, and Segmentation: An Integrated Modeling Approach336 cited
  • 1998The Effect of Promotion on Consumption: Buying More and Consuming It Faster334 cited
  • 1981A Theoretical and Empirical Evaluation of Price Deals for Consumer Nondurables297 cited
  • 1987The Effects of a Direct Mail Coupon on Brand Choice Behavior265 cited
  • 1989The Relationship Between Market Characteristics and Promotional Price Elasticities240 cited
  • 1991Consumer Perceptions of Promotional Activity219 cited
  • 2002Bayesian neural network learning for repeat purchase modelling in direct marketing218 cited
  • 1996Measuring the Dynamic Effects of Promotions on Brand Choice206 cited
  • 2001Market Response to a Major Policy Change in the Marketing Mix: Learning from Procter & Gamble's Value Pricing Strategy

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183 cited
  • 1997Coupon Attractiveness and Coupon Proneness: A Framework for Modeling Coupon Redemption109 cited
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    • 2003Direct and indirect effects of retail promotions on sales and profits in the do-it-yourself market47 cited
    • 2007The pragmatic quality of Resources- Events-Agents diagrams: an experimental evaluation41 cited
    • 2013Customer Churn Prediction in Telecommunication A Decade Review and Classification40 cited
    • 2011Dynamics of Customer Response to Promotional and Relational Direct Mailings from an Apparel Retailer: The Moderating Role of Relationship Strength33 cited
    • 2020A two-stage model for forecasting consumers’ intention to purchase with e-coupons28 cited
    • 2015Improving direct mail targeting through customer response modeling19 cited
    • 2004Dynamic cross-sales effects of price promotions: Empirical generalizations18 cited
    • 2009Predicting Customer Churn in Telecommunications Service Providers16 cited
    • 2015Customer churn prediction in telecommunication16 cited
    • 2008Electronic promotion to new customers using mkNN learning11 cited