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High touch through high tech: the impact of salesperson technology usage on sales performance via mediating mechanisms
Ahearne, Michael; Jones, Eli; Rapp, Adam; Mathieu, John - In: Management science : journal of the Institute for … 54 (2008) 4, pp. 671-685
Persistent link: https://www.econbiz.de/10003701548
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Customer lifetime value measurement
Borle, Sharad; Singh, Siddharth S.; Jain, Dipak - In: Management science : journal of the Institute for … 54 (2008) 1, pp. 100-112
Persistent link: https://www.econbiz.de/10003709941
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Portfolio dynamics for customers of a multiservice provider
Schweidel, David A.; Bradlow, Eric T.; Fader, Peter - In: Management science : journal of the Institute for … 57 (2011) 3, pp. 471-486
Persistent link: https://www.econbiz.de/10008988420
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When acquisition spoils retention : direct selling vs. delegation under CRM
Yan, Dong; Yao, Yuliang; Cui, Tony Haitao - In: Management science : journal of the Institute for … 57 (2011) 7, pp. 1288-1299
Persistent link: https://www.econbiz.de/10009267616
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The strategic value of high-cost customers
Subramanian, Upender; Raju, Jagmohan Singh; Zhang, Z. John - In: Management science : journal of the Institute for … 60 (2014) 2, pp. 494-507
Persistent link: https://www.econbiz.de/10010258777
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Balancing acquisition and retention spending for firms with limited capacity
Ovchinnikov, Anton; Boulu-Reshef, Béatrice; Pfeifer, … - In: Management science : journal of the Institute for … 60 (2014) 8, pp. 2002-2019
Persistent link: https://www.econbiz.de/10010403587
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Customer loyalty programs : are they profitable?
Singh, Siddharth S.; Jain, Dipak; Krishnan, Trichy V. - In: Management science : journal of the Institute for … 54 (2008) 6, pp. 1205-1211
Persistent link: https://www.econbiz.de/10003737498
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If you're going to do wrong, at least do it right : considering two moral dilemmas at the same time promotes moral consistency
Barak-Corren, Netta; Tsay, Chia-Jung; Cushman, Fiery; … - In: Management science : journal of the Institute for … 64 (2018) 4, pp. 1528-1540
Persistent link: https://www.econbiz.de/10011855597
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The (in)elasticity of moral ignorance
Serra-Garcia, Marta; Szech, Nora - In: Management science : journal of the Institute for … 68 (2022) 7, pp. 4815-4834
Persistent link: https://www.econbiz.de/10013369188
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Mis-nudging morality
Morvinski, Coby; Saccardo, Silvia; Amir, On - In: Management science : journal of the Institute for … 69 (2023) 1, pp. 464-474
Persistent link: https://www.econbiz.de/10014289652