Firms develop products by manipulating the attributes of offerings, and consumers derive utility from the benefits that the attributes afford. While the field of marketing has long been aware of the distinction between attributes and benefits, it has not developed methods for understanding how...

Customer scoring is widely practiced in industries such as mail order, telecommunications or financial services to identify customers for specific marketing activities. It has been suggested in the literature to score customers on the basis of the value of their transactions per unit of waiting...

Scoring customers with regard to the expected number of their future transactions is of fundamental interest to direct marketers. For the purpose of customer scoring, a variety of models have been developed, based on the negative binomial distribution. Extensions of such models allow for...

Features involving the taste, smell, touch and sight of products, as well as attributes such as safety and confidence, are not easily measured in product research without respondents actually experiencing them for themselves. Moreover, product researchers often evaluate a large number of these...

The canonical design of customer satisfaction surveys asks for global satisfaction with a product or service and for evaluations of its distinct attributes. Users of these surveys are often interested in the relationship between global satisfaction and the attributes, with regression analysis...