Few studies have examined the influence of marketing activities while accounting for
customer dynamics over time. The authors contribute to this growing literature by extending …

In modern retail contexts, retailers sell products from vast product assortments to a large and
heterogeneous customer base. Understanding purchase behavior in such a context is very …

This research models the dynamics of customer relationships using typical transaction data.
Our proposed model permits not only capturing the dynamics of customer relationships, but …

Recent research has empirically characterized the buyer–seller relationship as dynamically
evolving from one discrete state to another. Conventional wisdom would suggest that a …

In customer relationship management (CRM), it is critical for managers to understand how
and when customers terminate their relationships with the company in order to make more …

In this study, we assess how marketing activities influence the extent to which customers
become more (or less) profitable to a company over time. Using data collected from an …

Customer base analysis is an essential tool to measure and develop relationships with
customers. While various models have been proposed in a noncontractual setting, they …

The existing body of research on dynamic customer segmentation has primarily focused on
segment-level customer purchasing behavior (CPB) analysis to tailor marketing strategies …

This research investigates how up-and down-selling promotions affect customers' cross-
brand purchasing and churn behavior at a multi-brand retailer. We employ a hidden Markov …

In managing today's customer base, firms need to consider not only interactions with
customers but also interactions among customers. Much like the interactions between …