Customer acquisition and retention spending: An analytical model and empirical investigation in wireless telecommunications markets

Customer acquisition and retention spending: An analytical model and empirical investigation in wireless telecommunications markets

Strategic resource allocation in growth markets is always a challenging task. This is especially true when it comes to determining the level of investments and expenditures for customer acquisition and retention in competitive and dynamic market environments. This study develops an analytical model...

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Bibliographic Details
Main Authors: MIN, Sungwook, ZHANG, Xubing, KIM, Namwoon, SRIVASTAVA, Rajendra K.
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2016
Subjects:
Acquisition cost
Customer relationship management
Market dynamics
Retention cost
Wireless communications industry
Marketing
Strategic Management Policy
Online Access:https://ink.library.smu.edu.sg/lkcsb_research/5136
https://ink.library.smu.edu.sg/context/lkcsb_research/article/6135/viewcontent/Min2015JMR_pp.pdf
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Institution: Singapore Management University
Language: English

Internet

https://ink.library.smu.edu.sg/lkcsb_research/5136
https://ink.library.smu.edu.sg/context/lkcsb_research/article/6135/viewcontent/Min2015JMR_pp.pdf

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