Long-Run Effects of Promotion Depth on New Versus Established Customers: Three Field Studies

By Eric T. Anderson, Duncan Simester. 2004

199 citations recorded by the source corpus.

Subfields: Management Science and Operations Research, Marketing, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/5e4fd7fe0f0dfbd692339067a950fab3f43ade07

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In Management Science and Operations Research

In Marketing

In Strategy and Management

Citations in the corpus

Customer Lifetime Value: Empirical Generalizations and Some Conceptual Questions (2009, background): “Anderson and Simester (2004) studied the long-term impact of promotion depth for a catalog company using three randomized controlled experiments.”
Battle of the Retail Channels: How Product Selection and Geography Drive Cross-Channel Competition (2009, background): “However, previous literature has found that niche products can make up a larger percentage of a company’s total sales through the Internet channel than through the catalog channel (Brynjolfsson et al. 2006).”
Customer Metrics and Their Impact on Financial Performance (2006, unknown): “industries or firms systematically show a stronger link between satisfaction and profitability? Ittner and Larcker (1998) find a negative link in the retail industry, while Anderson et al. (2004) show the strongest positive link in the same industry.”
Modeling Customer Lifetime Value (2006, background): “In contrast, Anderson and Simester (2004) conducted three field studies and found that deep price discounts have a positive impact on the long-run profitability of first-time buyers but negative long-term impact on established customers.”
Endogeneity bias in marketing research: Problem, causes and remedies (2017, background): “…as opposed to market research data (e.g. data collected through survey questionnaires), and is less of a problem for experimental data (e.g. Anderson & Simester, 2004), any study involving questionnaire or survey design is potentially subject to endogeneity bias (Toubia, Simester, Hauser,…”