01이 칸의 논문
- Referral Contagion: Downstream Benefits of Customer Referrals
- Effective Implementation of Predictive Sales Analytics
- Retention Futility: Targeting High-Risk Customers Might be Ineffective
- Relational Price Discounts: Consumers’ Metacognitions and Nonlinear Effects of Initial Discounts on Customer Retention
02같은 주제, 다른 방법
- 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
- 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
- Secondary Selling: Beyond the Salesperson–Customer Dyad
- Understanding Customer Participation Dynamics: The Case of the Subscription Box