Bas Donkers

TL;DR: In this article, the authors propose four components of a customer's engagement value (CEV) with a firm: customer lifetime value (the customer's purchase behavior), customer referral value (as it relates to incentivized referral of new customers), customer influencer value (which includes the customer's behavior to influence other customers, that is increasing acquisition, retention, and share of wallet through word of mouth of existing customers as well as prospects).

TL;DR: The purpose of this paper is to provide insight into whether and how researchers have dealt with sample size calculations for healthcare-related DCE studies, to introduce and explain the required sample size for parameter estimates in DCEs, and to provide a step-by-step guide for the calculation of the minimum sample size requirements for D CEs in health care.

TL;DR: In this paper, an index for risk aversion is estimated based on questions on lotteries in a large household survey and a structural model based on Cumulative Prospect Theory is proposed.

TL;DR: In this paper, the authors explored how retention rates and cross-selling opportunities differ among the various acquisition channels a financial services provider uses and found that the direct-mail acquisition channel performs poorly on retention and cross selling, while radio and TV perform poorly for retention only.

TL;DR: A model for predicting the potential value of a current customer is introduced and different modeling strategies for predicting this potential value are discussed and applied.