How do consumers decide how many units to buy? Whereas prior research on individual consumers' purchases has focused primarily on purchase incidence and brand choice, the authors focus on the psychological process behind the purchase quantity decision. The authors propose that a simple anchoring...

Dynamic customer targeting is a common task for marketers actively managing customer relationships. Such efforts can be guided by insight into the return on investment from marketing interventions, which can be derived as the increase in the present value of a customer's expected future...

Customer base analysis is a key element in customer valuation and can provide guidance for decisions such as resource allocation. Yet, extant models often focus on a single activity, such as purchases from a retailer or donations to a non-profit organization. These models do not consider other...

Latent attrition models serve as the foundation for customer base analyses in transactional settings. Despite their intuitive appeal, limited research has been conducted to generalize these “buy till you die” models to multivariate contexts to examine the nature of attrition when a firm...

The ability of managers to utilize sales-history data to form accurate inferences about the long-term value of customers is examined. Although in recent years considerable advances have been made in the development of formal models that allow such assessments to be, statistically, in most...

Understanding how customers' service portfolios evolve over the course of their relationship can provide multi-service firms, such as telecommunication and financial service providers, with useful guidance for managerial issues such as customer valuation and targeting. Complicating matters,...

This paper posits a new framework to model the trial of and repeat purchasing of a new product. While much research has examined underlying shifts in consumer purchasing patterns, the typical assumption has been that the underlying purchasing process remains the same although the purchasing...

With the proliferation of social media, questions have begun to emerge about its role in providing marketing insights. In this research, we investigate the potential to “listen in” on social media conversations as a means of inferring brand sentiment. Our analysis employs data collected from...