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Acquiring cross-border business customers : the roles of relevance and novelty in online communication

Zhao, Danyang; Wang, Meng; Gu, Flora Fang; Zhuang, Guijun - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015386510

A journey from customer acquisition to retention : an integrative model for guiding future gaming marketing research

Tuguinay, Jovanie; Prentice, Catherine; Moyle, Brent; … - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014634757

Acquiring customers via referral reward programs versus advertising : who is more likely to provide future referrals?

Kuang, Di; Ma, Baolong; Li, Xiaofei - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015117860

Innovative marketing strategy for green products in search of better customer acquisition

Dellyana, Dina; Aldianto, Leo - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015182104

Whispers in your mind : the role of voice features in customer acquisition and retention

Xu, Haifeng; Ding, Yi; Ding, Yu; Zhang, Qi; Cheng, Zhang - 2026

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015670066

Search frictions in international goods markets

Lenoir, Clémence; Martin, Julien; Méjean, Isabelle - 2023

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014228761

A qualitative analysis of customer acquisition in online fitness communities

Yamini, S.; Gajanand, M.S. - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015326145

Strategic pricing and quality discrimination in presence of different customer incentive programs

Wang, Xu; Du, Siyu - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015408149

Customer acquisition via explainable deep reinforcement learning

Song, Yicheng; Wang, Wenbo; Yao, Song - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015435892

Artificial intelligence marketing usage and firm performance

Mu, Jifeng; Zhang, Jonathan Z. - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015509036

Erfolg im Neukundengeschäft mit dem Temperament-Sales-Modell : Vorbereitung, Prognose, Abschluss: Verkaufsstrategien für Ihre High-Performance

Arzuman, Orhan - 2025 - 2. Auflage

Das Temperament-Sales-Modell -- Die Vorbereitung -- Die Präsentation -- Die Nachbereitung -- Die Menschenbilder -- Die Potenzialeinschätzung -- Exkurs: Software- und KI-Lösungsvertrieb mit dem Temperament-Sales-Modell -- High-Performer wird man durch Übung.

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015340057

Competition and Customer Acquisition in the U.S. Credit Card Market

Grodzicki, Daniel - 2022

The U.S. credit card market is highly concentrated and highly profitable, two facts which have drawn scrutiny of its competitive practices. I study competition in this market by analyzing how lenders target and acquire new customers using direct-mail, their principal acquisition channel. I find...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013289116

Navigating the Double-Edged Sword : executive hubris and its impact on customer acquisition and retention

Gu, Flora Fang; Leung, Fine F.; Wang, Danny T.; Tang, Yi - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015057466

Mobile platform expansion : how does it affect the incumbent food delivery app and other sales channels?

Liu, Wei; Zhang, Sha; Bijmolt, Tammo H. A.; Haan, Evert de - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015065343

Artificial intelligence in costumer acquisition : a bibliometric study

Elhissoufi, Mustapha; Alla, Lhoussaine - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015100927

The impact of marketing assets of foreign subsidiaries on marketing dynamic capabilities of multinational enterprises (MNEs) : the mediating effect of customer orientation

Li, Hui; Xu, Lei; Zhang, Junwei; Duan, Yingwen - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015165128

Customer capital spillovers : evidence from sales managers in international markets

Patault, Bérengère; Lenoir, Clémence - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015337748

Exploring the application of AI-driven account-based marketing as a sustainable approach for customer acquisition in the export of technological industrial products

Joergensen, Tetyana; Fast, Michael - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015418875

How exporters grow

Fitzgerald, Doireann; Haller, Stefanie; Yedid-Levi, Yaniv - 2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015046449

PsyConversion® : 117 behavior patterns for an improved user experience and higher conversion rates in e-commerce

Spreer, Philipp - 2024

Introduction -- Fundamentals of decision-making -- Behavior Patterns - Foundations of Our Decisions -- Behavior patterns for the perception phase -- Behavior patterns for the decision-making phase -- Behavior patterns for the customer retention phase -- Operational work with behavior patterns.

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015051037

Effektives Customer Relationship Management : Instrumente - Einführungskonzepte - Organisation

2024 - 7., überarbeitete Auflage

Überblick zum Customer Relationship Management -- Optimierung der Neukundengewinnung -- Systematische Steuerung von Vertriebsprozessen -- Steuerung im Direktmarketing -- Vertriebssteuerung durch operative CRM-Systeme: Anwendungsstand und Nutzenpotenziale in der betrieblichen Praxis --...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014631742

Customers and Retail Growth

Einav, Liran; Klenow, Peter J.; Levin, Jonathan; … - 2021

Using Visa debit and credit card transactions in the U.S. from 2016 to 2019, we document the importance of customers in accounting for sales variation across merchants, across stores within retail chains, and over time for individual merchants and stores. Customers, as opposed to transactions...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012794589

Precommitment-based pricing

Berger, Katja L.; Schamp, Christina; Heitmann, Mark; … - 2021

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012605689

Customer Acquisition and Retention : A Fluid Approach for Staffing

Furman, Eugene - 2020

We investigate the trade-off between acquisition and retention efforts when customers are sensitive to the quality of service they receive, i.e., whether they get timely access to a company's resources when requested. We model the problem as a multi-class queueing network with new and returning...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012848559

Digital marketing in cultural institutions : example of cultural institutions of the City of Zadar

Krajnović, Aleksandra; Perković, Antonija; Rajko, Mladen - 2020

Marketing in public cultural institutions can be defined as a tool for achieving an organizational and creative concept that seeks to build relationships with the audience. This paper will define how public cultural institutions manage their marketing departments, with particular emphasis on the...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012543317

Kundenliebe : von der Kraft der Weiterempfehlung durch zufriedene Kunden

2023 - 1. Auflage

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013429239

Künstliche Intelligenz im Marketing : was sich hinter KI verbirgt und wie das Marketing von ihr profitieren kann

Wagener, Andreas - 2023 - 2. Auflage

Immer wenn wir Kaufentscheidungen treffen, hinterlassen wir Spuren, oft ohne dass wir dies überhaupt bemerken: beim online shoppen, der Handy Recherche oder der Verwendung einer Kundenkarte. Preisanpassungen in Echtzeit, intelligente Systeme für die Kundenkommunikation - Daten und Algorithmen...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013482425

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Künstliche Intelligenz im Marketing : Was sich hinter KI verbirgt und wie das Marketing von ihr profitieren kann

Wagener, Andreas - 2023 - 2. Auflage

Edition: 2. Auflage

Book / Working Paper

Customer centricity as a business strategy

O'Toole, Tom - 2023

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014283154

Target market analysis : how to identify the right customers

Hennessy, Julie - 2023

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014283162

The effect of organisational sales management on dealership performance

Kida, Sekai; Heller, Daniel Arturo; Tamura, Yusuke; … - 2023

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014391783

Stammkundenbindung versus Neukundengewinnung : Marketing und Vertrieb im Spannungsfeld von Hunting und Farming

2023

Dieses Buch thematisiert das Spannungsfeld von Neukundengewinnung (Hunting) und Stammkundenbindung (Farming) im Rahmen von Wachstumspotentialen für Unternehmen. Ausgehend von dem häufig verfolgten Wachstumsziel sind Unternehmen im aktuellen Wettbewerb mehr denn je gefordert, die richtige...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014248140

Neue Wege im Key Account Management : Schlüsselkunden fokussiert gewinnen und entwickeln

Büchel, Oliver - 2023

Key Account Management neu denken -- Key Account Management ganzheitlich betrachtet -- Neue Rahmenbedingungen für das Key Account Management -- Funktionen und Rollen im Key Account Management -- Taktische Umsetzung des Key Account Managements -- Wie Sie neue Key Accounts gewinnen --...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014331017

The Customer Asset : Understanding and Managing its Value

Bendle, Neil T.; Wang, Xin - 2023

1. Introduction: What is the Value of Your Customers? -- 2.The VARIED Tasks of the Customer Asset -- 3.The Customer Asset Approach -- 4. Who Is The Customer Assets Approach For? -- 5. Applying the Customer Asset -- 6.Communication about the Customer Asset -- 7.Conclusion -- 8. References.

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014442245

Metrics for Projecting the Return on Customer Acquisition Investments

Bendle, Neil Thomas; Farris, Paul; Venkatesan, Rajkumar - 2019

We examine customer acquisition under budget constraints. Marketers often compare customer lifetime value (CLV) with acquisition spending to project returns but such simple marketing return on investment (SMROI) metrics are biased wherever retention spending occurs. Omitting retention...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014110751

Managing Conflicts between Marketing and Sales : Customer Acquisition in Business Markets

Rubel, Olivier - 2019

Conflicts between marketing and sales functions concerning customer acquisition process in business-to-business firms hurt profits. Marketing claims that sales disregards qualified leads; sales questions lead quality. To address such conflicts and avoid threats to profits, we consider several...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012858731

Hunting for new customers : assessing the drivers of effective salesperson prospecting and conversion

Gopalakrishna, Srinath; Crecelius, Andrew T.; Patil, … - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013325729

The more things change, the more they stay the same : demand-side responses to economic shocks

Knudsen, Eirik Sjåholm; Lien, Lasse B.; Timmermans, Bram; … - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013288156

More than a financial alternative : discovering equity crowdfunding as a tool for entrepreneurial ventures to acquire loyal customers

Hoffmann, Carina; Moritz, Alexandra; Kenning, Peter - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013455493

Contingent conditions on the effectiveness of salesperson acquisition-retention ambidexterity : the motivation-opportunity-ability framework

Zheng, Yaqin; Liu, Dong; Zheng, Yi; Zang, Zhimei - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013399868

Herausforderungen von Startups auf dem Weg zu Business Excellence : essentiell praxisrelevante Erkenntnisse aus der empirischen Forschung für Gründer und Gründerinnen von Startup-Unternehmen

Murswieck, Raphaël G. D. - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013203208

The impact of salespeople's social media adoption on customer acquisition performance : a contextual perspective

Schendzielarz, Dennis; Alavi, Sascha; Guba, Jan Helge - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013361675

How customer engagement in the live-streaming affects purchase intention and customer acquisition, e-tailer's perspective

Zheng, Run; Li, Zhuyuan; Na, Sanggyun - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013366293

Unlatching or latching a door to the competitor

Cho, Wooje; Chang, Woojung; Lee, Dongryul - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013391031

Designing two-period decentralized service chain incentives with the consideration of customer acquisition and retention

Wang, Tian; Duan, Yunan; Liang, Yangyang - 2022

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013391122

Sichtbar! : Kunden gewinnen in einer immer lauteren Welt

Pott, Oliver; Bargfrede, Jan - 2022

Wir leben in einer Sichtbarkeitsökonomie: Produkte und Dienstleistungen, die nicht sichtbar sind, werden von Kund_innen nicht wahrgenommen. Musste Sichtbarkeit früher mit hohen Budgets für TV- und Anzeigenwerbung teuer erkauft werden, lässt sich hochwertige Sichtbarkeit heute planbar und mit...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013187518

Quick Guide Sales Enablement : wie Sie durch die Integration aller kundenbezogenen Aktivitäten die beste Sales Performance erzielen

Kilian, Dietmar; Mirski, Peter; Lorenz, Britta - 2022

Sales Enablement als Führungsaufgabe: strategische Unternehmensführung und Vertriebsstrategie -- Sales Enablement im Überblick: der Prozess, Training und Sales Coaching, Content und Content-Erstellung, Tools und Technologie, Sales-Enablement-Charta, Lösungsansätze, das...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10013349755

Consistency issues in funding, recruitment and customer acquisition processes in entrepreneurial firms

Stumpf, Christian - 2018

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011945983

Audit office reputation shocks from gains and losses of major industry clients

Francis, Jere R.; Mehta, Mihir N.; Zhao, Wanli - 2017

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011800282

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Audit Office Reputation Shocks from Gains and Losses of Major Industry Clients

Francis, Jere R. - 2017

Book / Working Paper

Social Media Marketing für Start-Ups : praktische Handlungsempfehlungen und Best Practices

Schütz, Alexandra; Engelen, Monika - 2017

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10011783860

Customer Acquisition and Customer Retention in a Monopolistically Competitive Industry

Lianos, Gerasimos - 2017

We study the optimal customer-acquisition and customer-retention decisions over an infinite planning horizon of the representative firm in a monopolistically competitive industry. Both the long-term and short-term equilibria of the industry are characterized by a constant optimal retention rate....

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10012973552