The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
A Methodology for Linking Customer Acquisition to Customer Retention
Abstract
Customer acquisition and retention are not independent processes. However, because of data limitations, customer management decisions are frequently based only on an analysis of acquired customers. This analysis shows that these decisions can be biased and misleading. The author presents a modeling approach that estimates the length of a customer's lifetime and adjusts for this bias. Using the model, the author shows the financial impact of not accounting for the effect of acquisition on customer retention.
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Citations
Cites
Sample Selection Bias as a Specification Error
Heckman, J. J. (1979) · Econometrica · doi:10.2307/1912352 · Cited by 28,779
Bolton, R. N. (1998) · Marketing Science · doi:10.1287/mksc.17.1.45 · Cited by 1,948
Research works printed but not linked: 9
- Blattberg Robert C., 1996, Harvard Business Review, 74, 136
- 10.1016/0304-4076(85)90048-X · DOI
- Fisher Franklin M., 1966, The Identification Problem in Econometrics.
- Greene William H., 1993, Econometric Analysis.
- 10.1002/(SICI)1522-7138(199721)11:2<7::AID-DIR3>3.0.CO;2-V · DOI · Paper page
- 10.1177/002224378902600401 · DOI · Paper page
- 10.1017/CBO9780511810176 · DOI · Paper page
- Schmittlein David, 1993, “Handling Left Truncated Durations in Marketing with an Application to Panel Drop Out,”
- 10.1287/mksc.13.1.41 · DOI · Paper page
Cited by
Hughes, M., & Morgan, R. E. (2007) · Industrial Marketing Management · doi:10.1016/j.indmarman.2006.04.003 · Cited by 1,147
Gupta, S., Lehmann, D. R., & Stuart, J. A. (2004) · Journal of Marketing Research · doi:10.1509/jmkr.41.1.7.25084 · Cited by 849
Bolton, R. N., Lemon, K. N., & Verhoef, P. C. (2004) · Journal of the Academy of Marketing Science · doi:10.1177/0092070304263341 · Cited by 741
Customer lifetime value research in marketing: A review and future directions
Jain, D., & Singh, S. S. (2002) · Journal of Interactive Marketing · doi:10.1002/dir.10032 · Cited by 583
The Impact of Marketing-Induced Versus Word-of-Mouth Customer Acquisition on Customer Equity Growth
Villanueva, J., Yoo, S., & Hanssens, D. M. (2008) · Journal of Marketing Research · doi:10.1509/jmkr.45.1.48 · Cited by 559
Metadata
- Authors
- Thomas, J. S.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 2001-05
- Volume
- 38
- Issue
- 2
- Pages
- 262-268
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2032740726
- Cited by
- 321
- References
- 2
- FWCI
- 47.87
- Type
- journal article
- Language
- en
- Open access
- closed
- Licence
- journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
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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.
