01이 칸의 논문
- 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
- Referral Contagion: Downstream Benefits of Customer Referrals
- Paying with Money or Paying with Points: How Variable Versus Fixed Exchange Rates Influence Loyalty Point Redemption
- Effective Implementation of Predictive Sales Analytics
- Secondary Selling: Beyond the Salesperson–Customer Dyad
- Understanding Consumer Dynamic Decision Making Under Competing Loyalty Programs
- Managing Laggards: The Importance of a Deep Sales Bench
- The “Commitment Projection” Effect: When Multiple Payments for a Product Affect Defection from a Service
- The Benefit of Becoming Friends: Complaining after Service Failures Leads Customers with Strong Ties to Increase Loyalty
- 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
- Emotional Energy: When Customer Interactions Energize Service Employees
- The Impact of Subscription Programs on Customer Purchases
- 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
- Overcoming the Cold Start Problem of Customer Relationship Management Using a Probabilistic Machine Learning Approach
- Why Salespeople Avoid Big-Whale Sales Opportunities