A Hidden Markov Model of Customer Relationship Dynamics

Estimating the Dimension of a Model

1978 • 43,634 citations

A tutorial on hidden Markov models and selected applications in speech recognition

1989 • 22,242 citations

The Commitment-Trust Theory of Relationship Marketing

1994 • 16,845 citations

Inference from Iterative Simulation Using Multiple Sequences

1992 • 14,856 citations

Bayesian Measures of Model Complexity and Fit

2002 • 11,905 citations

The Commitment-Trust Theory of Relationship Marketing

1994 • 9,362 citations

A New Approach to the Economic Analysis of Nonstationary Time Series and the Business Cycle

1989 • 9,360 citations

Developing Buyer-Seller Relationships

1987 • 7,969 citations

Fundamentals of speech recognition

1993 • 7,887 citations

Consumers and Their Brands: Developing Relationship Theory in Consumer Research

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Customer Loyalty: Toward an Integrated Conceptual Framework

1994 • 6,428 citations

Satisfaction: a behavioral perspective on the consumer

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Norm theory: Comparing reality to its alternatives.

1986 • 2,980 citations

Return on Marketing: Using Customer Equity to Focus Marketing Strategy

2003 • 2,065 citations

Investments in Consumer Relationships: A Cross-Country and Cross-Industry Exploration

2001 • 2,034 citations

A Dynamic Model of the Duration of the Customer's Relationship with a Continuous Service Provider: The Role of Satisfaction

1998 • 1,987 citations

Market Segmentation: Conceptual and Methodological Foundations

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A Logit Model of Brand Choice Calibrated on Scanner Data

1983 • 1,834 citations

When Good Brands Do Bad

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The Development of Buyer‐Seller Relationships in Industrial Markets

1980 • 1,304 citations

State-Space Models with Regime-Switching: Classical and Gibbs Sampling Approaches with Applications

2000 • 1,276 citations

A Probabilistic Choice Model for Market Segmentation and Elasticity Structure

1989 • 1,264 citations

Decision-Making Under Uncertainty: Capturing Dynamic Brand Choice Processes in Turbulent Consumer Goods Markets

1996 • 1,253 citations

Bayesian Statistics and Marketing

2003 • 1,196 citations

Implications of Loyalty Program Membership and Service Experiences for Customer Retention and Value

2000 • 1,159 citations

The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration

2003 • 1,156 citations

A Dynamic Model of Customers’ Usage of Services: Usage as an Antecedent and Consequence of Satisfaction

1999 • 1,089 citations

Variety Seeking Behavior: An Interdisciplinary Review

1982 • 971 citations

Towards understanding relationships

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A Framework for Customer Relationship Management

2001 • 903 citations

Customer Metrics and Their Impact on Financial Performance

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The Identity Salience Model of Relationship Marketing Success: The Case of Nonprofit Marketing

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Loyalty programs and their impact on repeat-purchase loyalty patterns

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Manage Marketing by the Customer Equity Test

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The Value of Purchase History Data in Target Marketing

1996 • 761 citations

Heterogeneity and State Dependence

1981 • 733 citations

A Catastrophe Model for Developing Service Satisfaction Strategies

1992 • 699 citations

Market Segmentation

2000 • 682 citations

Reviving brand loyalty: A reconceptualization within the framework of consumer-brand relationships

1997 • 654 citations

Hidden Markov and Other Models for Discrete-Valued Time Series

1998 • 651 citations

Customer lifetime value research in marketing: A review and future directions

2002 • 575 citations

A Logit Model of Brand Choice Calibrated on Scanner Data (Логистическая модель выбора бренда, откалиброванная на панельных данных сканированных штрих-кодов покупок)

1983 • 567 citations

Modeling Online Browsing and Path Analysis Using Clickstream Data

2004 • 559 citations

The Influence of Loyalty Programs and Short-Term Promotions on Customer Retention

2004 • 535 citations

Bayesian Methods for Hidden Markov Models

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Marketing Models of Service and Relationships

2006 • 502 citations

A Probabilistic Choice Model for Market Segmentation and Elasticity Structure

1989 • 492 citations

Optimal Selection for Direct Mail

1995 • 440 citations

Hidden Markov and Other Models for Discrete-Valued Time Series

1998 • 385 citations

Modeling Heterogeneity and State Dependence in Consumer Choice Behavior

1997 • 354 citations

Customer Base Analysis: An Industrial Purchase Process Application

1994 • 348 citations

Modeling customer relationships as Markov chains

2000 • 340 citations

A Methodology for Linking Customer Acquisition to Customer Retention

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Planning Media Schedules in the Presence of Dynamic Advertising Quality

1998 • 310 citations

A Two-State Model of Purchase Incidence and Brand Choice

1991 • 303 citations

Using Extremes to Design Products and Segment Markets

1995 • 275 citations

A class of stochastic models for relating synoptic atmospheric patterns to regional hydrologic phenomena

1994 • 269 citations

Investigating Household State Dependence Effects across Categories

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A Comparison of Segment Retention Criteria for Finite Mixture Logit Models

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Do we care what others Get? A Behaviorist Approach to Targeted Promotions

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A Framework for Investigating Habits, “The Hand of the Past,” and Heterogeneity in Dynamic Brand Choice

1996 • 190 citations

Optimal Mailing of Catalogs: A New Methodology Using Estimable Structural Dynamic Programming Models

1998 • 174 citations

An Adaptive Version for the Metropolis Adjusted Langevin Algorithm with a Truncated Drift

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A Behavior Modification Perspective on Marketing

1980 • 167 citations

A Dynamic Model of Purchase Timing with Application to Direct Marketing

1999 • 165 citations

Long-run effects of price promotions in scanner markets

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What determines alumni generosity?

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A stochastic RFM model

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A Multibrand Stochastic Model Compounding Heterogeneous Erlang Timing and Multinomial Choice Processes

1980 • 147 citations

Brand Choice as a Probability Process

1962 • 140 citations

Brand Choice as a Probability Process

1976 • 133 citations

Time-series models in marketing:

2000 • 131 citations

William S. Pfeiffer, Technical Writing: A Practical Approach (3rd Ed.). Englewood Cliffs, NJ: Prentice-hall, 1997 [Book Review]

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Global and local covert visual attention: Evidence from a bayesian hidden markov model

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An Investigation into the Order of the Brand Choice Process

1984 • 124 citations

Alumni Donations and Colleges'Development Expenditures: Does Spending Matter?

1995 • 122 citations

Household Life Cycles and Lifestyles in the United States

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Markov-switching model selection using Kullback–Leibler divergence

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Accounting for Heterogeneity and Nonstationarity in a Cross-Sectional Model of Consumer Purchase Behavior

1993 • 104 citations

Using Extremes to Design Products and Segment Markets

1995 • 103 citations

Toward an Individual Customer Profitability Model

2002 • 97 citations

Untitled

1997 • 94 citations

Mailing smarter to catalog customers

2000 • 93 citations

Modeling Marketing Dynamics by Time Series Econometrics

2004 • 89 citations

Characteristics of alumni donors and nondonors at a Research I, public university

1995 • 89 citations

A Dynamic Changepoint Model for New Product Sales Forecasting

2004 • 86 citations

Kalman Filter Estimation of New Product Diffusion Models

1997 • 84 citations

Mixed Markov and latent Markov modelling applied to brand choice behaviour

1990 • 84 citations

An MCMC sampling approach to estimation of nonstationary hidden Markov models

2002 • 83 citations

Testing for Choice Dynamics in Panel Data

2001 • 66 citations

A Hidden Markov Model of Customer Relationship Dynamics

2007 • 60 citations

Estimating Promotion Response When Competitive Promotions Are Unobservable

2007 • 43 citations

Alumni giving: The influences of reunion, class, and year

1994 • 40 citations

Kalman Filter Estimation of New Product Diffusion Models

1997 • 37 citations

Modeling the Response Pattern to Direct Marketing Campaigns

1995 • 36 citations

Inferring Latent Brand Dependencies

2000 • 36 citations

Modelling Retail Customer Behavior at Merrill Lynch

1982 • 35 citations

Logistic Regression and Probability of Business School Alumni Donations: Micro-data Evidence

1993 • 30 citations

Latent change in recurrent choice data

1996 • 30 citations

Evolutionary preference segmentation with panel survey data: An application to new products

1997 • 26 citations

Incorporating choice dynamics in models of consumer behavior

1991 • 25 citations

Issues in the estimation and application of latent structure models of choice

1994 • 20 citations

An Alternate Interpretation of the Linear Learning Model of Brand Choice

1976 • 13 citations

A Markov Analysis of Fund-Raising Alternatives

1983 • 11 citations

The Joint Effect of Relationship Perceptions, Loyalty Program and Direct Mailing on Customer Share Development

2002 • 10 citations

A Markov Analysis of Fund-Raising Alternatives

1983 • 5 citations

Deleted Work

1955 • 0 citations