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...

Free-return policies are a critical aspect of online retailing, since they encourage consumers to purchase even when product fit (e.g., regarding size and taste) is not certain. Scholars usually explain the appeal of such policies in terms of increasing consumers' net utility. In contrast, we...

We develop a forecasting method for the manufacturer and online seller of a product collection that changes periodically and radically. The firm, an industry leader in technology and quality, has experienced double-digit annual sales growth. In seeking to minimize supply-demand mismatch costs...

Consumer's personality traits have a strong influence on their shopping behavior. Hence, e-tailers, rather than merely targeting broad consumer segments, should tailor their shop to those personality traits. However, there is no guidance on how e-tailers can assess a consumer's personality...

Subscription programs, which offer customers access to exclusive benefits and discounts for a recurring membership fee, are experiencing a surge in popularity in the retail sector. Most new subscription programs are launched by retailers already offering their customers free loyalty programs...