Concepedia

Overcoming the “recency trap” in customer relationship management

Scott A. Neslin, Gail Ayala Taylor, Kimberly D. Grantham, Kimberly R. McNeil

Journal of the Academy of Marketing Science · 2012 · 50 citations · 32 references

Concepts

BusinessMarketingMarketing ManagementCustomer Relationship ManagementMarketing StrategyRelationship MarketingChurn ManagementCustomer EngagementCustomer RetentionCustomer SatisfactionRelationship ManagementRetention StrategyCustomer Churn ReductionCustomer Loyalty ManagementCustomer Relationship MarketingCustomer Retention ManagementRecency Segmentation

References

32

Compliance without pressure: The foot-in-the-door technique.

Jonathan L. Freedman, Scott C. Fraser · Journal of Personality and Social Psychology · 1966 · 1.6K citations

Social Sciences, Psychology, Social Psychology +8

Customer lifetime value: Marketing models and applications

Paul D. Berger, Nada Nasr · Journal of Interactive Marketing · 1998 · 983 citations

Business, Marketing, Marketing Management +14

Customer Channel Migration

Asim Ansari, Carl F. Mela, Scott A. Neslin · Journal of Marketing Research · 2008 · 603 citations

Business, Marketing, Marketing Management +15

RFM and CLV: Using Iso-Value Curves for Customer Base Analysis

Peter S. Fader, Bruce G. S. Hardie, Ka Lok Lee · Journal of Marketing Research · 2005 · 582 citations

Business, Business Economics, Marketing +15

The Solution and Estimation of Discrete Choice Dynamic Programming Models by Simulation and Interpolation: Monte Carlo Evidence

Michael P. Keane, Kenneth I. Wolpin · The Review of Economics and Statistics · 1994 · 465 citations

Business, Decision Sciences, Decision Analysis +16