Purpose – The current research aims to explore variables that explain the differences in online reviewers' behavior. Design/methodology/approach – The authors' panel dataset is compiled from Amazon.com's book section and uses publicly available information about reviewers in combination with...

Purpose: Predicting the inactivity and the repeat transaction frequency of a firm's customer base is critical for customer relationship management. The literature offers two main approaches to such predictions: stochastic modeling efforts represented by Pareto/NBD and machine learning...

Simple heuristics are usually deemed to be inferior to more complicated models. Although recent studies have demonstrated the usefulness of some forecasting heuristics, the questions of why and when a heuristic would work remain unaddressed. This study aims to answer such “why” and...

At the heart of a new product sales-forecasting model for consumer packaged goods is a multiple-event timing process. Even after controlling for the effects of time-varying marketing mix covariates, this timing process is not a stationary one, which means the standard interpurchase time models...