As traditional bricks-and-mortar retailers reach maturity, it becomes increasingly difficult to keep up with the growth expectations of shareholders. Outperforming the competition requires chain stores to continuously improve shelf productivity and profit contribution. This paper develops a...

The vast amount of data that is now available allows retailers to make marketing decisions at the customer level and thus to manage customer defection proactively. Although there is an extensive literature that focuses on developing models to predict customer "churn'' in contractual settings,...