INTRODUCTION The lifetime value of a customer is an important and useful concept in interactive marketing. Courtheaux (1986) illustrates its usefulness for a number of managerial problems—the most obvious if not the most important being the budgeting of marketing expenditures for customer acquisition. It can also be used to help allocate spending across media (mail vs. telephone vs. television)...

What turned you onto science in the first place? I had a wonderful mother (a nonscientist and former actress) who frequently took me to the Natural History Museum and Science and Technology Museum in the Los Angeles area as a young child. I loved these museums and worked at the latter as a high school student; nothing glorious — setting up displays and working cash registers, but I got to hang ...

The marketing literature has long acknowledged the importance of a customer’s lifetime value in customer relationship management. More recently, researchers have turned their attention to the links between satisfaction and both customer acquisition and retention strategies. In this paper, we study how to best communicate with a database of customers, taking into account that customers are able ...

Fabíola Soares Moreira Campos1, Silvania de Cassia Vieira Archangelo1, Antônio Marcos Coldibelli Francisco1, Rodrigo Pedro Fausto de Lima2, Yara Juliano3, Lydia Masako Ferreira4 and Daniela Francescato Veiga4,5* 1Department of Obstetrics and Gynecology, Universidade do Vale do Sapucaí, Pouso Alegre, Brazil 2Department of Anesthesiology, Universidade do Vale do Sapucaí, Pouso Alegre, Brazil 3Dep...

Decision makers in business industries have seen the change from the old economy to a new economy. The old economy is goods-centred, transaction-based in nature, focused on customer attraction, and product-based thinking whereas the new economy is service-centred, subscription-based in its nature, focused on customer retention, and customer-based thinking. The firm of today has to evaluate its ...

The marketing literature has long acknowledged the importance of a customer’s lifetime value in customer relationship management. More recently, researchers have turned their attention to the links between satisfaction and both customer acquisition and retention strategies. In this paper, we study how to best communicate with a database of customers, taking into account that customers are able ...

in this study, the satisfaction index of new product attribute in terms of development strategy, which includes a number of options for development using kano questionnaire, in the automotive industry was calculated, and according to the relationship between satisfaction and loyalty, instead of loyalty index, we was used satisfaction kano index . then using customer purchase records data within...