A Methodology for Linking Customer Acquisition to Customer Retention

By Jacquelyn S. Thomas. 2001

353 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/a8b7ef69f5fb88c85cd972afba379d43fd063b16

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Citations in the corpus

The Roles of Quality, Value, and Satisfaction in Predicting Cruise Passengers’ Behavioral Intentions (2004, background): “…to the findings of Shoemaker and Lewis (1999) who found that loyal customers create a potential for WOM publicity at no extra cost to the service provider, and Thomas (2001) who found that it is more desirable, and much less expensive, to retain current participants than it is to seek new ones.”
Customer Equity: Measurement, Management and Research Opportunities (2007, background): “Yet, these processes tend to be interrelated among each other and models that do not incorporate the nature of those links may be biased (Thomas, 2001).”
The Impact of Marketing-Induced versus Word-of-Mouth Customer Acquisition on Customer Equity Growth (2008, background): “Indeed, both practitioners and scholars have emphasized that firms should spend not to acquire just any customer but rather the “right” kind of customer (Blattberg and Deighton 1996; Blattberg, Getz, and Thomas 2001; Hansotia and Wang 1997; Reichheld 1993).”
The effect of shipping fees on customer acquisition, customer retention, and purchase quantities (2006, background): “Customer cquisition and retention are areas that are receiving increasng attention from researchers (Thomas 2001; Reibstein 002; Niren et al. 1998; Jones et al. 2000; Lewis 2004).”
Modeling Customer Lifetime Value (2006, methodology): “The basic model for customer acquisition is a logit or a probit (Gensch 1984; Thomas 2001; Thomas, Blattberg, and Fox 2004).”
The effect of acquisition channels on customer loyalty and cross-buying (2005, background): “Recently, they have acknowledged that the acquisition of customers also affects development of customer relationships (Blattberg, Getz, & Thomas, 2001; Thomas, 2001).”
Do Loyalty Programs Really Enhance Behavioral Loyalty? An Empirical Analysis Accounting for Self-Selecting Members (2006, background): “Therefore, the error terms of both models are possibly correlated, and we should account for this dependency to obtain unbiased and consistent parameter estimates (Thomas, 2001).”
A strategic framework for a profitable business model in the sharing economy (2017, background): “Acquisition begins with the consumer's first interaction with the firm until the first repeat purchase and retention is the continuing relationship between the service enabler and the customer until it is terminated (J. S. Thomas, 2001).”
A Hidden Markov Model of Customer Relationship Dynamics (2008, background): “…been suggested for evaluating customer lifetime duration (e.g., Allenby, Leone and Jen 1999; Bolton 1998; Reinartz and Kumar 2003; Schmittlein and Peterson 1994, Thomas 2001) and customer lifetime value (Blattberg and Deighton 1996; Gupta, Lehmann and Stuart 2002; Rust, Lemon and Zeithaml 2004).”
Optimal Pricing of New Subscription Services: Analysis of a Market Experiment (2002, background): “For example, Thomas (2001) develops a model in which customer acquisition and retention are dependent.”
Customer Metrics and Their Impact on Financial Performance (2006, neutral): “Speciﬁcally, customer j buys at time t (i.e., Z = 1) assumption of the error term, one obtain a logit or a probit model (Thomas , Lewis 2005b).”