Concepedia

Acquisition Tradeoffs

Acquisition Tradeoffs is a strategic framework in customer lifetime value analysis that identifies and evaluates the balance between the costs and benefits of acquiring new customers versus retaining existing ones, distinguishing itself through its focus on resource allocation efficiency across acquisition and retention initiatives.

12

Publications

1.6K

Citations

22

Authors

16

Institutions

Publications per year

2017–2026

3

Parents

Publications

12

Balancing Acquisition and Retention Resources to Maximize Customer Profitability

Werner Reinartz, Jacquelyn S. Thomas, V. Kumar · Journal of Marketing · 2004 · 761 citations

, , +17

How Much is That Company Worth?: Interorganizational Relationships, Uncertainty, and Acquisition Premiums

Pamela R. Haunschild · Administrative Science Quarterly · 1994 · 435 citations

, , +16

Manage marketing by the customer equity test.

Robert C. Blattberg, John Deighton · PubMed · 1996 · 247 citations

, , +11

Earnouts: The Effects of Adverse Selection and Agency Costs on Acquisition Techniques

Srikant M. Datar · The Journal of Law Economics and Organization · 2001 · 187 citations

, , +16

Discussion of: “Acquisition profitability and timely loss recognition” by J. Francis and X. Martin

Sugata Roychowdhury · Journal of Accounting and Economics · 2009 · 76 citations

, , +15

1–5 of 12

Authors

22

  1. JG
    Jie Guo

    Durham University, United Kingdom

    1 publications · 19 citations

    1

    h-index

  2. NC
    Nicolas Cisternas Seeger

    Adam Smith Institute, United Kingdom

    1 publications · 19 citations

    1

    h-index

  3. BB
    Béatrice Boulu-Reshef

    University of Virginia, United States

    1 publications · 37 citations

    1

    h-index

  4. VK
    V. Kumar

    Georgia State University, United States

    1 publications · 761 citations

    1

    h-index

  5. SL
    Shaojie Lai

    Jiangxi University of Finance and Economics, China

    1 publications · 12 citations

    1

    h-index

1–5 of 22

Institutions

16

  1. INSEAD

    Fontainebleau, France

    2 h-index

    2 publications

    786 citations

  2. Global Alzheimer's Platform Foundation

    Washington D.C., United States

    1 h-index

    1 publications

    22 citations

  3. University of Michigan

    Ann Arbor, United States

    1 h-index

    2 publications

    44 citations

  4. Singapore Clinical Research Institute

    Singapore, Singapore

    1 h-index

    1 publications

    25 citations

  5. London Business School

    London, United Kingdom

    1 h-index

    1 publications

    11 citations

  6. Jiangxi University of Finance and Economics

    Nanchang, China

    1 h-index

    1 publications

    12 citations

  7. University of Connecticut

    Storrs, United States

    1 h-index

    1 publications

    761 citations

  8. Ross School

    East Hampton, United States

    1 h-index

    1 publications

    22 citations

1–8 of 16

Venues

  1. Production and Operations Management

    POMS · 2 publications · 47 citations

    2

    h-index

  2. Journal of Marketing

    JM · 2 publications · 772 citations

    2

    h-index

  3. Administrative Science Quarterly

    ASQ · 1 publications · 435 citations

    1

    h-index

  4. Journal of Accounting and Economics

    1 publications · 76 citations

    1

    h-index

  5. Finance research letters

    1 publications · 12 citations

    1

    h-index

1–5