The aim of the paper is to formulate and solve the following segmentation problem. Given is a population described by independent variables: X1, ... , Xn, (both continuous and categorical), the continuous dependent variable Y and the two-level categorical variable α with levels α = 1 and α =...

In customer relationship management, practitioners are often faced with the task of valuing customers in terms of inter-purchase times and purchase quantities. Some customers represent steady revenue streams, while others exhibit a great deal of variation in their interaction with a firm through...

We propose that weather conditions can influence consumers’ engagement in lottery play. A longitudinal study on the extent of lottery play in Belgium shows that lottery expenditures are indeed higher after reduced exposure to sunshine, even after controlling for people’s inertia,...

An important development that contributes to store brands’ growing success in the grocery market is the increasing number of discount stores that sell predominantly own, private-label, brands. To fight private labels, manufacturers of national brands feel increasingly compelled to develop...

The individual impact of CRM systems is strongly related to impact at the organizational level. Fit with the task of the user is key. CRM systems are successful in organizations that reward customer-centric behavior and that have an analytical decision style. Acceptance of a CRM system should be...

The ongoing unification which takes place on the European political scene, along with recentadvances in consumer mobility and communication technology, raises the question whether theEuropean Union can be treated as a single market to fully exploit the potential synergy effectsfrom pan-European...

In the literature, little attention has been paid to instances where companies add an Internet channel to their direct channel portfolio. However, actively managing multiple sales channels requires knowing the customers’ channel preferences and the resulting channel power. Two key components...

For over forty years, Business Tendency Surveys have been collected in multiple member states of the European Union. Previous research has studied the predictive accuracy of the expectation variables included in those surveys through bivariate, within-country, Granger-causality tests, which has...

We study how salespeople cope with sales call anxiety and find that two tactics ultimately reduce dysfunctional protective actions in selling interactions. That is, situation modification and attentional deployment both moderate the effects of felt physiological sensations and anxiety on...

Account managers invest in two distinct, compensatory social ties to achieve social capital, namely peripheral knowledge ties and implementation support ties. The first ties require communal investments, which consist of organizational citizenship behaviors and peripheral information sharing....