Customer Retention

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09-Marketing-500

Does Promotional Pricing Grow Future Business?

Do big discount strategies really prompt new customers to buy more items, more often? Or does promotional pricing actually undermine attempts to increase future spending among existing customers? A recent large-scale study of a U.S. catalog retailer investigated how discount promotion strategies ultimately affect the bottom-line business.

02-Marketing-500

Surprise as a Marketing Tool

As companies increasingly turn to emotion-based marketing to help retain their customers, they frequently employ the element of surprise — such as offering unanticipated awards to members of loyalty programs. But according to a June 2002 working paper, such tactics often don't work as intended.

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07-Strategy-500

The Nonmarket Strategy System

Why do some well-formulated competitive strategies run into roadblocks or end up being stalled by government inaction? Why do some strategies produce unintended consequences inconsistent with a company’s core values? Why are strategies sometimes criticized by the public and threatened by government action? The causes of these problems are frequently

038-Global-Business-500

Supplier Relations in Japan and the United States: Are They Converging?

Supplier-customer relationships in the United States are changing rapidly. Where once contracts were short-term, arm’s-length relationships, now contracts have increasingly become long term. More and more, suppliers must provide customers with detailed information about their processes, and customers talk of “partnerships” with their suppliers.S

Showing 21-32 of 32