It is standard procedure to use short-term measures for designing customized marketing campaigns and evaluating their success. We consider the integration of customer lifetime value (CLV) thinking into the category selection problem for targeted coupons. This problem involves two primary...

The vast amount of data that is now available allows retailers to make marketing decisions at the customer level and thus to manage customer defection proactively. Although there is an extensive literature that focuses on developing models to predict customer "churn'' in contractual settings,...

We study a supply chain distribution system (comprising a supplier and multiple retailers) and investigate experimentally how the trading by retailers of digital claims (tokens) on the supplier's capacity affects supply-demand mismatches. Creating markets for such tokens relies on advances in...