This study attempts to explore how a firm successfully exploits its accumulated technologies and product development capabilities in multiple relationships with more than a few customer firms within and beyond borders. “Closed” relationships with a few customer firms enhance the “exploration” of distinguished/novel product technologies and capabilities. Yet, growing customer/market diversity in...

This multiple-case study focuses on the practices and functions of customer reference marketing, and on the ways through which customer references can be deployed as marketing assets. The research is based on multiple-case-study methodology and the empirical findings were derived from an in-depth analysis of 38 semi-structured personal interviews with managers in four case companies operating i...

RFM stands for Recency, Frequency and Monetary value. RFM analysis is a marketing technique used for analyzing customer behavior such as how recently a customer has purchased (recency), how often the customer purchases (frequency), and how much the customer spends (monetary). It is a useful method to improve customer segmentation by dividing customers into various groups for future personalizat...

This research presents a model that integrates trust, online risks and benefits, brand awareness/associations, perceived quality and explains how they impact on brand equity and brand loyalty in the context of internet banking. The research model estimation uses the PLS approach and applies FIMIX-PLS to segment the sample. The research findings show that the main difference characterizing the t...

The move towards a customer-centred approach to marketing, coupled with the increasing availability of customer transaction data, has led to an interest in understanding and estimating customer lifetime value (CLV). Several authors point out that, when evaluating customer profitability, profitable customers are rare compared to the unprofitable ones. In spite of this, most authors fail to recog...

Travel websites and online booking platforms represent today’s major sources for customers when gathering information before a trip. In particular, community-provided customer reviews and ratings of various tourism services represent a valuable source of information for trip planning. With respect to customer ratings, many modern travel and tourism platforms – in contrast to several other e-com...

Market baskets arise from consumers’ shopping trips and include items from multiple categories that are frequently chosen interdependently from each other. Explanatory models of multicategory choice behavior explicitly allow for such category purchase dependencies. They typically estimate own and across-category effects of marketing-mix variables on purchase incidences for a predefined set of p...

Marketing managers can increase shareholder value by structuring a customer portfolio to reduce the vulnerability and volatility of cash flows. This article demonstrates how financial portfolio theory provides an organizing framework for (1) diagnosing the variability in a customer portfolio, (2) assessing the complementarity/similarity of market segments, (3) exploring market segment weights i...