Search Results - subject:"Win back"

A quantile regression approach to gaining insights for reacquition of defected customers

Yoo, Changsok; Cha, Kyoung Cheon; Kim, Sang-hoon - In: Journal of business research : JBR 120 (2020), pp. 443-452

Persistent link: https://www.econbiz.de/10012417151

Building a sustainable competitive advantage of an organization : evidence from Kathmandu

Shrestha, Sudarshan - In: Nepalese journal of finance : a publication of Uniglobe … 6 (2019) 1, pp. 136-144

Persistent link: https://www.econbiz.de/10014493960

Allocation of salespeople's resources for generating new sales opportunities across four types of customers

Nguyen, Thuy D.; Paswan, Audhesh; Dubinsky, Alan J. - In: Industrial marketing management : the international … 68 (2018), pp. 114-131

Persistent link: https://www.econbiz.de/10011822140

Winning back technology disadopters : testing a technology readoption model in the context of mobile Internet services

Xu, Xin; Thong, James Y. L.; Tam, Kar Y. - In: Journal of management information systems : JMIS 34 (2017) 1, pp. 102-140

Persistent link: https://www.econbiz.de/10011709822

Working smart to win back lost customers the role of coping choices and justice mechanisms

Liu, Annie H.; Chugh, Richa; Gould, Albert Noel - In: European journal of marketing : EJM 50 (2016) 3/4, pp. 397-420

Persistent link: https://www.econbiz.de/10011574418

Working smart to win back lost customers the role of coping choices and justice mechanisms

Liu, Annie H.; Chugh, Richa; Noel Gould, Albert - In: European Journal of Marketing 50 (2016) 3/4, pp. 397-420

their pursuit of justice in the win-back process, influences reacquisition outcomes. The paper further examines the role of … sales experience as a moderator between coping choices and successful win back. Design/methodology/approach In all, 98 …-active responses positively affect win-back outcome. By contrast, emotion-focused coping (EFC) and re-active responses have a negative …

Persistent link: https://www.econbiz.de/10014724340

Regaining "lost" customers : the predictive power of first-lifetime behavior, the reason for defection, and the nature of the win-back offer

Kumar, V.; Bhagwat, Yashoda; Zhang, Xi Alan - In: Journal of marketing 79 (2015) 4, pp. 34-55

Persistent link: https://www.econbiz.de/10011304639

Who is (not) convinced to withdraw a contract termination announcement? : A discriminant analysis of mobile communications customers in Germany

Gerpott, Torsten J.; Ahmadi, Nima; Weimar, Daniel - In: Telecommunications policy : the international journal … 39 (2015) 1, pp. 38-52

Persistent link: https://www.econbiz.de/10011336608

A sales process framework to regain B2B customers

Liu, Annie; Leach, Mark; Chugh, Richa - In: The journal of business & industrial marketing 30 (2015) 8, pp. 906-914

Persistent link: https://www.econbiz.de/10011496790

A sales process framework to regain B2B customers

Liu, Annie; Leach, Mark; Chugh, Richa - In: Journal of Business & Industrial Marketing 30 (2015) 8, pp. 906-914

Purpose – The purpose of this study is to develop a sales process framework to facilitate business-to-business (B2B) customer reacquisition. A comprehensive CRM process needs to include reacquisition strategies. Yet, very few firms have formal procedures to guide reacquisition efforts. This...

Persistent link: https://www.econbiz.de/10014843746