Customer Channel Migration (Record no. 29454)

MARC details
000 -LEADER
fixed length control field 02031pab a2200205 454500
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 140923b0 xxu||||| |||| 00| 0 eng d
040 ## - CATALOGING SOURCE
Transcribing agency Welingkar Institute of Management Development & Research, Mumbai
Original cataloging agency Welingkar Institute of Management Development & Research, Mumbai
041 ## - LANGUAGE CODE
Language code of text/sound track or separate title ENG
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number
Item number Ans
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Ansari Asim
245 ## - TITLE STATEMENT
Title Customer Channel Migration
250 ## - EDITION STATEMENT
Edition statement 1
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc.
Name of publisher, distributor, etc. Feb 2008
Date of publication, distribution, etc. 0
300 ## - PHYSICAL DESCRIPTION
Extent 60-76 Pp.
490 ## - SERIES STATEMENT
Volume/sequential designation XLV
520 ## - SUMMARY, ETC.
Summary, etc. The authors develop a model of customer channel migration and apply it to a retailer that markets over the Web and through catalogs. The model identifies the key phenomena required to analyze customer migration, shows how these phenomena can be modeled, and develops an approach for estimating the model. The methodology is unique in its ability to accommodate heterogeneous customer responses to a large number of distinct marketing communications in a dynamic context. The results indicate that (1) Web purchasing is associated with lower subsequent purchase volumes than when buying from other outlets; (2) marketing efforts are associated with channel usage and purchase incidence, offsetting negative Web experience effects; and (3) negative interactions occur between like communications (catalog catalog or e-mail e-mail) and between different types of communications (catalog e-mail). The authors find that over the four-year period of their data, a Web-oriented migration segment emerged, and this group had higher sales volume. Their post hoc analysis suggests that marketing efforts and exogenous customer-level trends played key roles in forming these segments. The authors rule out alternative explanations, such as that the Web attracted customers who were already heavy users or that the Web developed these customers into heavier users. They conclude with a discussion of implications for both academics and practitioners.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element CRM,
856 ## - ELECTRONIC LOCATION AND ACCESS
Uniform Resource Identifier <a href="http://192.168.6.13/libsuite/mm_files/Articles/AR9577.pdf">http://192.168.6.13/libsuite/mm_files/Articles/AR9577.pdf</a>
906 ## - LOCAL DATA ELEMENT F, LDF (RLIN)
a 28328
Holdings
Withdrawn status Lost status Damaged status Not for loan Home library Current library Date acquired Cost, normal purchase price Total Checkouts Full call number Barcode Date last seen Cost, replacement price Price effective from Koha item type
        Main Library Main Library 05/06/2008 0.00   Ans AR9577 23/09/2014 0.00 23/09/2014 Articles

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