Individual Marketing with Imperfect Targetability

By Yuxin Chen, C. Narasimhan, Z. John Zhang. 2000

353 citations recorded by the source corpus.

Subfields: Marketing, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/b44547a2bd88b3c321755e8ad1d0bd70edffa4b9

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Marketing

1. Alessandro Acquisti
2. Julián Villanueva
3. J. Miguel Villas-Boas
4. Dominique M. Hanssens
5. Jinhong Xie
6. Yunchuan Liu
7. Yuxin Chen
8. Z. John Zhang

In Strategy and Management

1. Alessandro Acquisti
2. J. Miguel Villas-Boas
3. Dominique M. Hanssens
4. Julián Villanueva
5. Jinhong Xie
6. Yuxin Chen
7. Yunchuan Liu
8. Z. John Zhang

Citations in the corpus

• Targeted pricing and customer data sharing among rivals (2013, background): “8Apart from a few exceptions (Borenstein, 1985; Sha¤er and Zhang, 1995; Chen et al., 2001; Armstrong et al., 2006) most of the works on price discrimination assume that consumers are heterogeneous only in brand preferences, and not in transportation cost parameters.”
• Cross-Market Network Effect with Asymmetric Customer Loyalty: Implications for Competitive Advantage (2007, background): “(1988), Chen et al. (2001), and segmentation literature where loyalty”
• The Targeting of Advertising (2005, background): “2002), the imperfect targeting of prices to customers (Chen et al. 2001), and the impact of targeted product modifications (Iyer and Soberman 2000).”
• Conditioning Prices on Purchase History (2005, background): “(1996), Rossi and Allenby (1999), and Elsner et al. (2004) for an overview of various issues raised by these capabilities.”
• Customer Equity: Measurement, Management and Research Opportunities (2007, background): “For example, in industries in which individual’s information is poor, improvements in targetability could lead to win–win situations in which firms are better-off (Chen et al., 2001).”
• Quality of Information and Oligopolistic Price Discrimination (2004, neutral): “Chenetal.”
• The Role of the Management Sciences in Research on Personalization (2003, neutral): “In the context of Internet coupons, Cheng and Dogan (2001) show that coupons should not be provided to all customers or the firm will lose the advantages of price discrimination. Firms should either impose a cost to acquire coupons online (through registration or printing coupons) or engage in targe”
• Research Note---The Benefits of Personalized Pricing in a Channel (2006, background): “This result joins with Chen et al. (2001) in that a firm's targetability may actually help its rival in a channel environment.”