Enhanced customer targeting with multi-stage models: Predicting customer sales and profit in the retail industry

Author:

McCrary Michael

Publisher

Springer Science and Business Media LLC

Subject

Marketing,Statistics, Probability and Uncertainty,Strategy and Management,Economics and Econometrics,Finance

Reference68 articles.

1. Walters, R.G. (1988) Retail promotions and retail store performance: A test of some key hypotheses. Journal of Retailing 64 (2): 53–180.

2. While the subject is not without controversy,3 marketers usually argue that CRM grows customer sales and/or profit.

3. East, R., Hammond, K. and Gendall, P. (2006) Fact and fallacy in retention marketing. Journal of Marketing Management 22: 5–23.

4. Brown, J.R. and Dant, R.P. (2008) Scientific method and retailing research: A retrospective. Journal of Retailing 84 (1): 1–13.

5. Hart, A. and Smith, M. (1998) Customer profitability audit in the Australian banking sector. Managerial Auditing Journal 13 (7): 411–418.

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