01이 칸의 논문
- EXPRESS: Ready to Convert? How to Talk with Sales Leads
- EXPRESS: Firms’ Focus on Brand and Customer Management: Measurement, Development, and Financial Consequences
- Sales Pipeline Technology: Automated Lead Nurturing
- Whispers in Your Mind: The Role of Voice Features in Customer Acquisition and Retention
- Referral Contagion: Downstream Benefits of Customer Referrals
- Understanding Customer Participation Dynamics: The Case of the Subscription Box
- Managing Positive and Negative Trends in Sales Call Outcomes: The Role of Momentum
- Despite Efficiencies, Mergers and Acquisitions Reduce Firm Value by Hurting Customer Satisfaction
- Why Salespeople Avoid Big-Whale Sales Opportunities
- Turning Complaining Customers into Loyal Customers: Moderators of the Complaint Handling–Customer Loyalty Relationship
- Customer Satisfaction and Its Impact on the Future Costs of Selling
- When Does Customer Participation Matter? An Empirical Investigation of the Role of Customer Empowerment in the Customer Participation–Performance Link
- Understanding the Impact of Relationship Disruptions
- Some Customers Would Rather Leave Without Saying Goodbye
- Customer-Based Corporate Valuation for Publicly Traded Noncontractual Firms
- Customer-Based Corporate Valuation for Publicly Traded Non-Contractual Firms
- Dynamically Managing a Profitable Email Marketing Program
- How Customer Referral Programs Turn Social Capital into Economic Capital
- Are you Back for Good or Still Shopping Around? Investigating Customers' Repeat Churn Behavior
02같은 주제, 다른 방법
- Rewarding Money or Time? The Sunk Cost Effects of Customized Rewards in Loyalty Programs
- Emotional Energy: When Customer Interactions Energize Service Employees
- Paying with Money or Paying with Points: How Variable Versus Fixed Exchange Rates Influence Loyalty Point Redemption
- The Impact of Subscription Programs on Customer Purchases
- Effective Implementation of Predictive Sales Analytics
- Secondary Selling: Beyond the Salesperson–Customer Dyad
- Overcoming the Cold Start Problem of Customer Relationship Management Using a Probabilistic Machine Learning Approach
- Customer Experience Journeys: Loyalty Loops Versus Involvement Spirals
- Tolerating and Managing Failure: An Organizational Perspective on Customer Reacquisition Management
- Understanding Consumer Dynamic Decision Making Under Competing Loyalty Programs