When to “Fire” Customers: Customer Cost-Based Pricing

References

• Acquisti A., Varian H. R. Conditioning prices on purchase history. Marketing Sci. (2005) 24(3):367–381Link, Google Scholar
• Atkinson A. B. On the measurement of inequality. J. Econom. Theory (1970) 2(3):244–263Crossref, Google Scholar
• Banker R. D., Hughes J. S. Product costing and pricing. Accounting Rev. (1994) 69(3):479–494Google Scholar
• Boulding W., Staelin R., Ehret M., Johnston W. J. A customer relationship management roadmap: What is known, potential pitfalls, and where to go. J. Marketing (2005) 69(4):155–166Crossref, Google Scholar
• Cao Y., Gruca T. S. Reducing adverse selection through customer relationship management. J. Marketing (2005) 69(October):219–229Crossref, Google Scholar
• Dell'Ariccia G., Friedman E., Marquez R. Adverse selection as a barrier to entry in the banking industry. RAND J. Econom. (1999) 30(3):515–534Crossref, Google Scholar
• Forsyth J., Gupta A., Haldar S., Marn M. V. Shedding the commodity mind-set. McKinsey Quart. (2000) November):78–85Google Scholar
• Freixas X., Guesnerie R., Tirole J. Planning under incomplete information and the ratchet effect. Rev. Econom. Stud. (1985) 52(2):173–191Crossref, Google Scholar
• Fudenberg D., Tirole J. Customer poaching and brand switching. RAND J. Econom. (2000) 31(4):634–657Crossref, Google Scholar
• Fudenberg D., Villas-Boas J. M., Hendershott T. J. Behavior-based price discrimination and customer recognition. Handbook on Economics and Information Systems (2006) 1(Elsevier, Amsterdam) 377–436Crossref, Google Scholar
• Gupta S., Lehmann D. R., Stuart J. A. Valuing customers. J. Marketing (2004) 41(1):7–18Crossref, Google Scholar
• Hart O. D., Tirole J. Contract renegotiation and coasian dynamics. Rev. Econom. Stud. (1988) 55(4):509–540Crossref, Google Scholar
• Kaplan R. S. (1989) . Kanthal (A). HBS Case 9-190-002, July 27. Harvard Business School, BostonGoogle Scholar
• Kaplan R. S., Anderson S. R. Time-driven activity-based costing. Harvard Bus. Rev. (2004) 82(November):131–138Google Scholar
• Kaplan R. S., Narayanan V. G. Measuring and managing customer profitability. J. Cost Management (2001) 15:5–15Google Scholar
• Lambrecht A., Skiera B. Paying too much and being happy about it: Existence, causes, and consequences of tariff-choice biases. J. Marketing Res. (2006) 43(2):212–223Crossref, Google Scholar
• Leszinski R., Weber F. A., Paganoni R., Baumgartner T. Profits in your backyard. MacKinsey Quart. (1995) November):118–127Google Scholar
• Lynch L. J. (2009) . Johnson Beverage, Inc. Darden Business Publishing Case UVA-C-2292, University of Virginia, CharlottesvilleGoogle Scholar
• Musalem A., Joshi Y. V. How much should you invest in each customer relationship? A competitive strategic approach. Marketing Sci. (2009) 28(3):555–565Link, Google Scholar
• Narayanan V. G. Activity-based pricing in a monopoly. J. Accounting Res. (2003) 41(3):473–502Crossref, Google Scholar
• Narayanan V. G., Brem L. Case study: Customer profitability and customer relationship management at RBC financial group. J. Interactive Marketing (2002a) 16(3):76–98Crossref, Google Scholar
• Narayanan V. G., Brem L. (2002b) . Owens & Minor, Inc. (A). HBS Case 9-100-055, February 14. Harvard Business School, BostonGoogle Scholar
• Niraj R., Gupta M., Narasimhan C. Customer profitability in a supply chain. J. Marketing (2001) 65(3):1–16Crossref, Google Scholar
• Nunes J. C. A cognitive model of people's usage estimations. J. Marketing Res. (2000) 37(4):397–409Crossref, Google Scholar
• Padilla A. J., Pagano M. Endogenous communication among lenders and entrepreneurial incentives. Rev. Financial Stud. (1997) 10(1):205–236Crossref, Google Scholar
• Pagano M., Jappelli T. Information sharing in credit markets. J. Finance (1993) 48(December):1693–1718Crossref, Google Scholar
• Pazgal A., Soberman D. Behavior-based discrimination: Is it a winning play, and if so, when”? Marketing Sci. (2008) 27(6):977–994Link, Google Scholar
• Rust R. T., Zeithaml V. A., Lemon K. N.Driving Customer Equity: How Customer Lifetime Value is Reshaping Corporate Strategy (2000) (Free Press, New York) Google Scholar
• Schmittlein D. C., Cooper L. G., Morrison D. G. Truth in concentration in the land of (80/20) laws. Marketing Sci. (1993) 12(2):167–183Link, Google Scholar
• Selden L., Colvin G.Angel Customers & Demon Customers (2003) (Penguin Books, London) Google Scholar
• Sharpe S. A. Asymmetric information, Bank lending and implicit contracts: A stylized model of customer relationships. J. Finance (1990) 45(4):1069–1087Google Scholar
• Shin J. The role of selling costs in signaling price image. J. Marketing Res. (2005) 32(3):302–312Crossref, Google Scholar
• Shin J., Sudhir K. A customer management dilemma: When is it profitable to reward your own customers? Marketing Sci. (2010) 29(4):671–689Link, Google Scholar
• Srivastava S. Sprint drops clients over excessive inquiries. Wall Street Journal (2007) July 7):A-3Google Scholar
• Stokey N. L. Intertemporal price discrimination. Quart. J. Econom. (1979) 93(3):355–371Crossref, Google Scholar
• Train K. E., McFadden D. L., Ben-Akiva M. The demand for local telephone service: A fully discrete model of residential calling patterns and service choices. RAND J. Econom. (1987) 18(1):109–123Crossref, Google Scholar
• Venkatesan R., Kumar V. A customer lifetime value framework for customer selection and resource allocation strategy. J. Marketing (2004) 68(4):106–125Crossref, Google Scholar
• Villas-Boas J. M. Dynamic competition with customer recognition. RAND J. Econom. (1999) 30(4):604–631Crossref, Google Scholar
• Villas-Boas J. M. Price cycles in markets with customer recognition. RAND J. Econom. (2004) 35(3):486–501Crossref, Google Scholar
• Villas-Boas J. M., Schmidt-Mohr U. Oligopoly with asymmetric information: Differentiation in credit markets. RAND J. Econom. (1999) 30(2):375–396Crossref, Google Scholar
• Zhang J. The perils of behavior-based personalization. Marketing Sci. (2011) 30(1):170–186Link, Google Scholar