The DOI matches its Crossref record; 10 of the 10 references it cites were found in a registry or an index.
Determinants of Customers’ Responses to Customized Offers: Conceptual Framework and Research Propositions
Abstract
Marketers have been challenged by proponents of individual (one-to-one) marketing to shift from focusing on market segments to making individually customized offers. Building on current knowledge regarding the construction of customers’ preferences, the author examines the basic assumptions underlying individual marketing and presents a process model of customers’ responses to customized offers. The model addresses (1) preference development, (2) evaluation of customized offers, (3) likelihood of purchasing the customized offers, and (4) maintenance of relationships with one-to-one marketers. The analysis leads to specific propositions regarding determinants of customers’ responses to customized offers. The author discusses future research directions and managerial implications.
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Citations
Cites
The commitment-trust theory of relationship marketing
Morgan, R. M., & Hunt, S. D. (1994) · Journal of Marketing · doi:10.1177/002224299405800302 · Cited by 22,355
Telling more than we can know: Verbal reports on mental processes.
Nisbett, R. E., & Wilson, T. D. (1977) · Psychological Review · doi:10.1037/0033-295x.84.3.231 · Cited by 11,317 · cited 1×
“That is, because customers often do not have good insight into their preferences (e.g., Nisbett and Wilson 1977), they may fail to recognize a good match to their measured preferences.”
BackgroundThe Different Roles of Satisfaction, Trust, and Commitment in Customer Relationships
Garbarino, E., & Johnson, M. S. (1999) · Journal of Marketing · doi:10.1177/002224299906300205 · Cited by 4,899
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The Persuasion Knowledge Model: How People Cope with Persuasion Attempts
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When choice is demotivating: can one desire too much of a good thing?
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A Framework for Customer Relationship Management
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Cited by
Personalization in personalized marketing: Trends and ways forward
Chandra, S., Verma, S., Lim, W. M., Kumar, S., & Donthu, N. (2022) · Psychology & Marketing · doi:10.1002/mar.21670 · Cited by 595
Intelligent systems in tourism
Gretzel, U. (2011) · Annals of Tourism Research · doi:10.1016/j.annals.2011.04.014 · Cited by 468
Sutanto, J., Palme, E., Tan, C.-H., & Phang, C. W. (2013) · MIS Quarterly · doi:10.25300/misq/2013/37.4.07 · Cited by 412
Getting Too Personal: Reactance to Highly Personalized Email Solicitations
White, T. B., Zahay, D. L., Thorbjørnsen, H., & Shavitt, S. (2008) · Marketing Letters · doi:10.1007/s11002-007-9027-9 · Cited by 365
Customization of online advertising: The role of intrusiveness
van Doorn, J., & Hoekstra, J. C. (2013) · Marketing Letters · doi:10.1007/s11002-012-9222-1 · Cited by 283
Metadata
- Authors
- Simonson, I.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 2005-01
- Volume
- 69
- Issue
- 1
- Pages
- 32-45
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W3021891781
- Cited by
- 523
- References
- 10
- FWCI
- 29.41
- Type
- journal article
- Language
- en
- Open access
- closed
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- Simonson, I. (2005). Determinants of Customers’ Responses to Customized Offers: Conceptual Framework and Research Propositions. Journal of Marketing. https://doi.org/10.1509/jmkg.69.1.32.55512
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
