Maximization of customer equity is a core objective of customer-company relationship management. We present an extended model of customer equity for determining the optimal allocation of marketing resources across acquisition and retention activities. Focusing on the negative relationship...

Drawing on social learning theory, we examine how the perceived technological savvy of a salesperson’s manager, co-workers, and competitors impacts sales technology usage behavior. Data were drawn from a major retail bank in Nigeria, Africa. Analyses of data from relationship managers confirm...

Maximization of customer equity is a core objective of customer-company relationship management. We present an extended model of customer equity for determining the optimal allocation of marketing resources across acquisition and retention activities. Focusing on the negative relationship...

Cover -- Email Marketing in a Digital World: The Basics and Beyond -- Contents -- Acknowledgments -- CHAPTER 1: Email Still Matters -- CHAPTER 2: You've Got Mail! A Trip Down Memory Lane -- CHAPTER 3: The Anatomy of an Email and Email Environments -- CHAPTER 4: The Metrics of Email Marketing --...

Research on partitioned pricing suggests that separating the surcharges from the base price of the advertised product may lead to a more favorable effect on consumers' evaluation of the offer compared to a combined presentation of the base price and the surcharge. In this dissertation we propose...