Titles |
Authors |
“I’m here, but maybe not for long”:
Using Complaints
to Predict and Value Customers |
George Knox, Rutger van Oest, Tilburg University |
A Study of Online
Word of Mouth and Firm Performance |
Shyam Gopinath, Jacquelyn Thomas, Lakshman Krishnamurthi Northwestern University |
Adding Bricks to Clicks:
The Effects of Store Openings
on Sales Through Direct Channels |
Jill Avery, Simmons School of Management; Thomas Steenburgh, John Deighton, Harvard Business School; Mary Caravella, University of Connecticut. |
An Empirical Analysis
of Product Returns in Direct Marketing |
Siddharth Singh, Rice University; Dipak Jain, Northwestern University |
Balancing online and offline
direct channels in business-to-business |
Koen Pauwels, Dartmouth College; Thorsten Wiesel, Joep Arts, Free University Amsterdam |
Contextual Determinants of the Predictive Accuracy of Binary Prediction Models |
Bas Donkers, Erasmus University; Peter C. Verhoef, University of Groningen; Aurelie Lemmens, Erasmus University |
Customer Lifetime Value (CLV):
No One Said it Would be Easy |
Phillip Pfeifer, Paul W Farris, University of Virginia |
How does an Obligation to Collect Sales Tax Affect Consumer and Firm Behavior? |
Eric Anderson, Duncan Simester, Northwestern University; Catherine Tucker, MIT |
Managing Data Quality and Time-Span Coverage for CRM - Cost/Benefit Tradeoffs |
Adir Even, Ben Gurion University of the Negev; Ganesan Shankaranarayanan, Boston University; Paul Berger, Bentley College |
Modeling Lifetime Value in a Non-contractual Setting with Markov Models |
Edward Malthouse, Shyam Gopinath, Robert Blattberg, Northwestern University |
Modeling the Evolution
of Customers' Service Portfolios |
David Schweidel, University of Wisconsin-Madison; Eric Bradlow, Peter Fader, The Wharton School |
Online User Ratings:
When and How Consumers Post
and the Effect It Has on Sales |
Wendy Moe, University of Maryland |
Privacy Orientation: An Empirical Study
of Firms' Information Privacy Behaviors |
Pushkala Raman, Texas Woman’s University; Kartik Pashupati, Southern Methodist University |
Real-Time Evaluation
of Email Campaign Performance |
Xavier Dreze, University of Pennsylvania; Andre Bonfrer, Singapore Management University |
Understanding the Effective Use of Color
in Direct Marketing Communications |
Darren Dahl, JoAndrea Hoegg, University of British Columbia; Rajesh Manchanda, University of Manitoba |
Understanding the Service-Profit Chain Using Individual Level Data
for an Online Retailer |
Rakesh Niraj, University of Southern California |
