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Balancing Acquisition and Retention Resources to Maximize Customer Profitability
9 references·16 citing·41 second hop
Balancing Acquisition and Retention Resources to Maximize Customer Profitability (2004)Balancing Acquisition and Retention Resou…A Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy (2004)A Customer Lifetime Value Fra…The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration (2003)The Impact of Customer Relati…Return on Marketing: Using Customer Equity to Focus Marketing Strategy (2003)Return on Marketing: Using Cu…On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing (2000)On the Profitability of Long-…Long-Term Manufacturer-Supplier Relationships: Do They Pay off for Supplier Firms? (1995)Long-Term Manufacturer-Suppli…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Communication Strategies in Marketing Channels: A Theoretical Perspective (1990)Communication Strategies in M…A Model of Distributor Firm and Manufacturer Firm Working Partnerships (1990)A Model of Distributor Firm a…A Probabilistic Choice Model for Market Segmentation and Elasticity Structure (1989)A Probabilistic Choice Model …Understanding Customer Experience Throughout the Customer Journey (2016)Understanding Customer Experi…Creating Enduring Customer Value (2016)Creating Enduring Customer Va…Competitive Advantage through Engagement (2015)Competitive Advantage through…Managing Customer Relationships in the Social Media Era: Introducing the Social CRM House (2013)Managing Customer Relationshi…When Should the Customer Really Be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters (2011)When Should the Customer Real…Analytics for Customer Engagement (2010)Analytics for Customer Engage…Linking marketing capabilities with profit growth (2009)Linking marketing capabilitie…The Impact of Marketing-Induced Versus Word-of-Mouth Customer Acquisition on Customer Equity Growth (2008)The Impact of Marketing-Induc…Multichannel Shopping: Causes and Consequences (2007)Multichannel Shopping: Causes…Service systems, service scientists, SSME, and innovation (2006)Service systems, service scie…Modeling Customer Lifetime Value (2006)Modeling Customer Lifetime Va…Marketing Models of Service and Relationships (2006)Marketing Models of Service a…Linking Brand Equity to Customer Equity (2006)Linking Brand Equity to Custo…Making Customer Relationship Management Work: The Measurement and Profitable Management of Customer Relationships (2005)Making Customer Relationship …Understanding the Impact of Synergy in Multimedia Communications (2003)Understanding the Impact of S…Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development (2003)Understanding the Effect of C…Experimental and Quasi-Experimental Designs for Research (1963)The Economic Institutions of Capitalism (1987)An Integrated Model of Buyer-Seller Relationships (1995)A Resource-Based Perspective on Information Technology Capability and Firm Performance: An Empirical Investigation1 (2000)Building Brand Community (2002)Significance tests and goodness of fit in the analysis of covariance structures. 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this work references cited by second hop

References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships5,824 cited
  • 2003Return on Marketing: Using Customer Equity to Focus Marketing Strategy2,149 cited
  • 1990Communication Strategies in Marketing Channels: A Theoretical Perspective1,486 cited
  • 1995Long-Term Manufacturer-Supplier Relationships: Do They Pay off for Supplier Firms?1,478 cited
  • 2000On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing1,364 cited
  • 1989A Probabilistic Choice Model for Market Segmentation and Elasticity Structure1,348 cited
  • 2003The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration1,163 cited
  • 2004A Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy948 cited

Cited by

  • 2016Understanding Customer Experience Throughout the Customer Journey5,744 cited
  • 2003Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development1,490 cited
  • 2015Competitive Advantage through Engagement1,182 cited
  • 2016Creating Enduring Customer Value827 cited
  • 2013Managing Customer Relationships in the Social Media Era: Introducing the Social CRM House

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812 cited
  • 2006Modeling Customer Lifetime Value732 cited
  • 2003Understanding the Impact of Synergy in Multimedia Communications571 cited
  • 2008The Impact of Marketing-Induced Versus Word-of-Mouth Customer Acquisition on Customer Equity Growth559 cited
  • 2006Service systems, service scientists, SSME, and innovation539 cited
  • 2011When Should the Customer Really Be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters531 cited
  • 2006Marketing Models of Service and Relationships507 cited
  • 2010Analytics for Customer Engagement452 cited
  • 2009Linking marketing capabilities with profit growth446 cited
  • 2005Making Customer Relationship Management Work: The Measurement and Profitable Management of Customer Relationships421 cited
  • 2007Multichannel Shopping: Causes and Consequences393 cited
  • 2006Linking Brand Equity to Customer Equity386 cited