Balancing Acquisition and Retention Spending for Firms with Limited Capacity
Published Online:13 Mar 2014https://doi.org/10.1287/mnsc.2013.1842
References
- (2014) Managing retention in service relationships. Management Sci. 60(2):415–433.Link, Google Scholar
- (2009) Personalized dynamic pricing of limited inventories. Oper. Res. 57(6):1523–1531.Link, Google Scholar
- (2008) Decision biases in revenue management: Some behavioral evidence. Manufacturing Service Oper. Management 10(4):625–636.Link, Google Scholar
- (2011) Linking task conditions to physiology and judgment errors in RM systems. Production Oper. Management 20(6):860–876.Crossref, Google Scholar
- (1996) Manage marketing by the customer equity test. Harvard Bus. Rev. 74(4):136–144.Google Scholar
- (2008) Database Marketing (Springer, New York).Crossref, Google Scholar
- (2000) Bathtub dynamics: Initial results of a systems thinking inventory. System Dynam. Rev. 16(4):249–286.Crossref, Google Scholar
- (2012) Salience in experimental tests of the endowment effect. Amer. Econom. Rev. 102(3):47–52.Crossref, Google Scholar
- (2009) Revenue management's renaissance: A rebirth of the art and science of profitable revenue generation. Cornell Hospitality Quart. 50(1):56–81.Crossref, Google Scholar
- (2009) Resourse and revenue management in nonprofit operations. Oper. Res. 57(5):1114–1128.Link, Google Scholar
- (2008) Optimal timing of switches between product sales for sports and entertainment tickets. Naval Res. Logist. 55(1):59–75.Crossref, Google Scholar
- (2006) Customer metrics and their impact on financial performance. Marketing Sci. 25(6):718–739.Link, Google Scholar
- (1991) Anomalies: The endowment effect, loss aversion, and status quo bias. J. Econom. Perspect. 5(1):193–206.Crossref, Google Scholar
- (1992) Direct Marketing (MacMillan Publishing, New York).Google Scholar
- (2005) Loyalty Myths: Hyped Strategies That Will Put You Out of Business–and Proven Tactics That Rally Work (John Wiley & Sons, Hoboken, NJ).Google Scholar
- (2014) Newsvendor pull-to-center reconsidered. Decision Support Systems 58:68–73.Crossref, Google Scholar
- (2005) Research note: A dynamic programming approach to customer relationship pricing. Management Sci. 51(6):986–994.Link, Google Scholar
- (2007) A service effort allocation model for assessing customer lifetime value in service marketing. J. Services Marketing 21(1):24–35.Crossref, Google Scholar
- (2012) Competitive dynamic pricing with alternating offers: Theory and experiment. Games Econom. Behav. 75(1):250–264.Crossref, Google Scholar
- (2011) Are consumers really strategic? Implications from an experimental study. Working paper, Emory University, Atlanta.Google Scholar
- (1999) On the use of customer lifetime value as a limit on acquisition spending. J. Database Marketing 7(1):81–86.Google Scholar
- (2011) A note on willingness to spend and customer lifetime value for firms with limited capacity. J. Interactive Marketing 25(3):178–189.Crossref, Google Scholar
- (2005) Customer lifetime value, customer profitability, and the treatment of acquisition spending. J. Managerial Issues 17(1):11–25.Google Scholar
- (1990) Zero defections: Quality comes to services. Harvard Bus. Rev. 68(5):105–111.Google Scholar
- (2006) Marketing models of service and relationships. Marketing Sci. 25(6):560–580.Link, Google Scholar
- (2007) Customer behavior modeling in revenue management and auctions: A review and new research opportunities. Production Oper. Management 16(6):713–728.Crossref, Google Scholar
- (2002) Structural properties of stochastic dynamic programs. Oper. Res. 50(5):796–809.Link, Google Scholar
- (2012) Filling seats at a theater: Estimating the impact of posted prices and dynamic discounts. Working paper, University of Pennsylvania, Philadelphia.Google Scholar

