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Behavior-based price discrimination with retention offers
2014
Information Economics and Policy
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Thus, ...rst period equilibrium price under BBPD with retention strategies is below its non-discrimination counterpart. ...
This contrasts with ...rst period price above the non-discrimination level if BBPD is used and retention activity is forbidden. ...
This form of price discrimination, termed behavior-based price discrimination (henceforth BBPD), sometimes also called price discrimination based on purchase history or dynamic pricing, is widely observed ...
doi:10.1016/j.infoecopol.2014.04.003
fatcat:ppnd236bqbhslnrk4gshjqhb4i
Price discrimination in service industries
2012
Marketing letters
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Furthermore, consumers' uncertainty and learning introduces dynamics into their behavior over time and feedback effects can arise between price structures and both usage behavior and costs. ...
As a consequence, price discrimination is common, typically involving nonlinear pricing or bundling. ...
The authors develop a utility-based model of consumer usage and retention of a subscription service that allows the model parameters to vary with the type of pricing structure faced by the customer (pay-per-use ...
doi:10.1007/s11002-012-9187-0
fatcat:dav4v5qpsngbrpo7nixhh7ox74
When to "Fire" Customers: Customer Cost-Based Pricing
2012
Management science
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In this paper, we investigate how pricing strategies based on customer cost information affects a firm's customer acquisition and retention dynamics, and ultimately its profit, using a two-period monopoly ...
Although past purchase and cost information helps firms to increase profits through differential prices for good and bad customers in the second period ("price discrimination effect"), it can hurt firms ...
Hence, profits under customer cost-based price discrimination and the traditional purchase behavior-based price discrimination become different. ...
doi:10.1287/mnsc.1110.1453
fatcat:dhhbzfsymngwplwpava5iqeqsm
The Effect of Perceived Value on Customer Retention with Trust as Mediation Variable in Company X
2021
Jurnal Nusantara Aplikasi Manajemen Bisnis
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Managerial implications based on the results are creating more services and educate customer about service offer compared with competitors, improving service with implementing computerize system to decrease ...
Analysis method for this research used Partial Least Square Structural Equation Modeling (SEM PLS) with smart PLS 3.0 program. ...
Company X believed that with the value deliver to the customer, it led to customer retention. Several company values offered are attracting product, best price, and best service. ...
doi:10.29407/nusamba.v6i2.16205
fatcat:dsfl4v7l6fhzhm2c4mynxhcdou
Customer Equity: Measurement, Management and Research Opportunities
2006
Foundations and Trends® in Marketing
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; and (ii) Should firms discriminate loyals with higher prices than those for switchers? ...
In most industries firms discriminate against loyals offering coupons or even temporary price reductions, because consumers with low levels of loyalty are more likely to buy at a discount price. ...
doi:10.1561/1700000002
fatcat:7zh27js6z5e4lesu44o6qphd64
Exploring the Difference between Stayers and Switchers as Corporate Customers for Life Insurance Companies in Sindh
2012
Asian Social Science
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This lays importance on understanding the factors that influence and drive customers' retention. ...
with the service provided by their existing/current life insurance company. ...
They are smarter, more price conscious, more demanding, less forgiving, and they are approached by many more competitors with equal or better offers. ...
doi:10.5539/ass.v8n6p233
fatcat:yocaqrxk7bgwlnbfteovslk6nu
The Effects of Customer Satisfaction, Relationship Commitment Dimensions, and Triggers on Customer Retention
2005
Journal of Marketing
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The results have implications for both customer relationship managers and researchers who use satisfaction surveys to predict behavior. ...
The results support consistent effects of customer satisfaction, calculative commitment, and prior churn on retention. Prior churn also moderates the satisfaction-retention relationship. ...
If customer satisfaction is the primary driver of retention, a firm should improve product or service quality or offer better prices. ...
doi:10.1509/jmkg.2005.69.4.210
fatcat:2sgrqpqm7vatbouqys7ynz7wxi
Exploring the Mediated and Moderated Effects of Operator Service Quality on Customer Retention: Evidence from Taiwan's Mobile Market
2017
Journal of Management Research
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Exploring the Mediated and Moderated Effects of Operator Service Quality on Customer Retention: Evidence from Taiwan's Mobile Market ...
TWM firstly adopted a zero-dollar handset promotional offer to bundle with mobile phone numbers based on a flexible low-cost strategy. ...
, service quality and competitive price programs offered by the mobile operators. ...
doi:10.5296/jmr.v9i4.11589
fatcat:7jtuuxtvpfgypagit2ltbeebe4
Exploring the Role of Healthy Green Spaces, Psychological Resilience, Attitude, Brand Attachment, and Price Reasonableness in Increasing Hotel Guest Retention
2019
International Journal of Environmental Research and Public Health
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feel that hotel price is reasonable. ...
Our findings from the structural analysis indicated that green spaces as nature-based solution significantly influence psychological resilience. ...
price from their preceding pricing encounter, price of similar offerings by competitors, or market prices). ...
doi:10.3390/ijerph17010133
pmid:31878113
pmcid:PMC6981477
fatcat:3rk5f7iutjcs5ck2qxsuybvbdu
Review of Fraud Detection and Churn Behavior Modeling Techniques
2018
Engineering Technology Open Access Journal
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In this paper, the authors present the review of past work that has been carried out by various researchers based on fraud detection and churn behavior modeling. ...
Furthermore, customer churn is the focal concern of most companies which are active in industries with low switching cost. ...
This model offers managers a new way to define customer retention strategies and helps them to understand why customers churn, rather than focusing only on who are going to churn. ...
doi:10.19080/etoaj.2018.02.555577
fatcat:s4kuxzgyg5gjxkmet6eqmoxu5y
CUSTOMER LOYALTY PROGRAM AS A TOOL OF CUSTOMER RETENTION: LITERATURE REVIEW
2016
CBU International Conference Proceedings
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The literature review offers some directives for managers which are useful in the preparation of rewarding programs and are also a source of valuable customer information that helps in building future ...
Loyalty programs are a marketing strategy focused on offering benefits to achieve loyal customer retention. ...
Collected data may be exploited for many reasons, like price discrimination, direct marketing, customer profiling and to promote products. ...
doi:10.12955/cbup.v4.762
fatcat:tkcex2dwtba7dfdkf5jgjjxssq
An Exploration of Initial Purchase Price Dispersion and Service-Subscription Duration
2019
Sustainability
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However, there is scant literature on the influence of price dispersion on consumer behavior. ...
Consumers paying a relatively high price compared with others with similar subscription beginning dates have shorter subscription durations, which raise a concern regarding use of individual customer's ...
Here, the study suggests that when offering different prices for the same product, whether it is temporal price discrimination or price discrimination based on search cost, it is important to consider ...
doi:10.3390/su11092481
fatcat:42rvpczayjfm7do564i6cbm5dm
The Role of Price Perceptions in an Integrated Model of Behavioral Intentions
2001
Journal of Service Research
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First, we develop a set of propositions about the role of price, based on theory from the combined literatures of services, product pricing, and behavioral de-cision theory. ...
For example, a hotel could offer its peak-time guests a half-off offer valid for an off-season. ...
doi:10.1177/109467050133004
fatcat:76vlaftovfbsbgwu2x2arsuqme
When big data meets dataveillance: the hidden side of analytics
2014
Surveillance & Society
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Data can be sold, matched with other data, mined, and used to make inferences about anything, from people's behavior to weather conditions. ...
Dataveillance — which refers to the systematic monitoring of people or groups, by means of personal data systems in order to regulate or govern their behavior — sets the stage and reinforces the development ...
Finally, 'in third-degree price discrimination, merchants assign differential prices to different consumer segments based on some observable group characteristics' (Acquisti 2008: 21) . ...
doi:10.24908/ss.v12i2.5113
fatcat:27wq6cwcobayljjxnwpnu65ggy
Drivers of buyer retention in e-commerce: The role of transaction characteristics and trust
2020
Management Science Letters
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Questionnaire data collection came from buyers in the top six e-commerce in Indonesia with a purposive technique. We use PLS-based SEM analysis to answer hypotheses. ...
E-sellers need to build buyer confidence in new transactions through a variety of transaction services so they can create retention behavior drivers. ...
I prefer e-commerce sites that offer lower prices. j. Stay with e-commerce sites even though service costs are increasing. k. Reducing transactions with e-commerce sites b . ...
doi:10.5267/j.msl.2020.6.046
fatcat:hof5dulx2bfhbdtzujiikju4mi
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