Research Note: A Dynamic Programming Approach to Customer Relationship Pricing

Published Online:https://doi.org/10.1287/mnsc.1050.0373

References

  • Barboza Steven. The price is right. Folio (1993) 22(8):58–59Google Scholar
  • Berger Paul, Nasr Nada. Customer lifetime value: Marketing models and applications. J. Interactive Marketing (1998) 12(1):17–30CrossrefGoogle Scholar
  • Bitran Gabriel R., Mondschein Susana V. Mailing decisions in the catalog sales industry. Management Sci. (1995) 42(9):1364–1381LinkGoogle Scholar
  • Dowling Grahame R., Uncles Mark. Do customer loyalty programs really work? Sloan Management Rev. (1997) 38(Summer):71–82Google Scholar
  • Erdem Tulin, Imai Susuma, Keane Michael. Brand and quantity choice dynamics under price uncertainty. Quant. Marketing Econom. (2003) 1(1):5–64CrossrefGoogle Scholar
  • Feinberg F., Krishna Aradhna, John Zhang Z. Do we care what others get? A behaviorist approach to targeted promotions. J. Marketing Res. (2002) 39(3):277–291CrossrefGoogle Scholar
  • Freedman Eric. Price-raising tricks of the trade. Folio (1997) 26(8):54Google Scholar
  • Gonul Fusun, Shi Meng Ze. Optimal mailing of catalogs: A methodology using estimable structural dynamic programming models. Management Sci. (1998) 44(9):1249–1262LinkGoogle Scholar
  • Gupta Sunil, Lehmann Donald, Stuart Jennifer. Valuing customers. J. Marketing Res. (2004) 41(1):7–18CrossrefGoogle Scholar
  • Kamakura Wagner, Russell Gary J. A probabilistic choice model for market segmentation and elasticity structure. J. Marketing Res. (1989) 26(November):379–390CrossrefGoogle Scholar
  • Neslin Scott. Sales Promotion (2002) (Marketing Science Institute, Cambridge, MA) CrossrefGoogle Scholar
  • Rao V., Eliashberg J., Lilien G. Pricing models in marketing. Handbooks in OR & MS (1993) 5(Elsevier Science, North Holland, The Netherlands) 517–549Google Scholar
  • Reichheld F., Teal T.The Loyalty Effect (1996) (Harvard Business School Press, Boston, MA) Google Scholar
  • Reinartz W., Kumar V. On the profitability of long-life customers in a noncontractual setting: An empirical investigation and implications for marketing. J. Marketing (2000) 64(October):17–35CrossrefGoogle Scholar
  • Rigby D., Reichheld F., Schefter P. Avoid the four perils of CRM. Harvard Bus. Rev. (2002) 80(2):101–109Google Scholar
  • Sun B., Neslin S., Srinivasan K. Estimating brand switching elasticities more accurately by accounting for rational consumer purchase strategies. J. Marketing Res. (2004) 40(4):389–405CrossrefGoogle Scholar
  • Vogel Harold. Entertainment Industry Economics (1998) (Cambridge University Press, Cambridge, UK) Google Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.