Customer equity (CE henceforth) is a powerful new paradigm to evaluate the firm's value and to optimally allocate marketing resources. This paper is focused on the relationship between customer acquisition and CE. The authors attempt to answer the following four questions: 1) how should customer...

Multi-Channel Retailing hat sich als Distributionsstrategie fest im Handel etabliert. Auf Grund der zunehmenden Verbreitung des Multi-Channel Retailing in der Handelspraxis ist eine Differenzierung allein auf Grundlage des Geschäftsmodells heute nicht mehr erfolgversprechend. Vielmehr muss das...

While the Poisson distribution is a classical statistical model for count data, the distributional model hinges on the constraining property that its mean equal its variance. This text instead introduces the Conway-Maxwell-Poisson distribution and motivates its use in developing flexible...

How does an upstream firm determine the size of its distribution network, and what is the role of vertical restraints? To address these questions we develop and estimate two models of outlet entry, starting from the basic trade-o¤ between market expansion and fixed costs. In the coordinated...