We study the optimal customer-acquisition and customer-retention decisions over an infinite planning horizon of the representative firm in a monopolistically competitive industry. Both the long-term and short-term equilibria of the industry are characterized by a constant optimal retention rate....

This research evaluates the market of portfolio stamps in relation to the Mass Customization's (MC) Customer benefits. The basic perceived customer benefits using CPVT model (Merle et al. 2010) are identified. The observations are set to understand this business issue in relation to the...

This research explores the impact of service satisfaction, relational satisfaction, price satisfaction, and commitment on customer loyalty in logistics outsourcing relationships in Indian scenario. 254 users of logistics services from India were selected for investigating the potential linkages...

This research examines the relationship between customer satisfaction and customer loyalty in an industrial context. The purpose of the research is to understand and explain better the antecedents of customer loyalty as well as an under-studied moderating effect, namely, switching costs. Toward...

Building and, more particularly, cementing a strong relationship between consumers and retail format is a major goal that any retail chain attempts to achieve through its marketing strategy. By resorting to various procedures and tools, the management of any retail brand seeks to develop in the...

We study the structure of optimal customer acquisition and customer retention strategies in an infinite horizon model of a firm in a competitive industry. We examine the effects of changes in customer profitability, density of competition, and discount rate on the optimal allocation of marketing...

Marketing is an art to attract and retain customers, but not to any but profitable customers. Unfortunately, organizations often understand that 20 to 40 percent of their customers are unprofitable. Also, many organizations report the fact that their most profitable customers are not the ones...

Ensuring effective customer service requires targeted efforts in a number of areas, one of which is to develop service standards for each market segment. Differentiating customer service is achieved by adopting different standards according to the following criteria: availability of assortment...

Ensuring effective customer service requires targeted efforts in a number of areas, one of which is to develop service standards for each market segment. The development and implementation of standards requires the organization to accurately determine customer service types, the cost of...

Most organizations do not pay attention to the customer's profitability. It is also appropriate to improve this activity by first applying a model of customer profitability analysis. One of the basic principles of customer return analysis, which the provider must implement, is to disclose and...