Journal of Database Marketing & Customer Strategy Management
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Improving newspaper subscription services
Journal of Database Marketing & Customer Strategy Management - Tập 16 - Trang 159-167 - 2009
In the last few years, revenue from advertising in the newspaper industry has been in decline. In some cases, we have seen falls in excess of 60 per cent. This means that the core business of selling papers has to move into the red. In many cases, advertising revenue has been subsidizing non-profitable subscription and home delivery services. There is real focus in the industry to make the core bu......
Business requirements for campaign management — A sample framework
Journal of Database Marketing & Customer Strategy Management - Tập 12 - Trang 177-192 - 2005
The successful selection of any campaign management technology and its subsequent delivery are predicated on a clear understanding of business requirements. This paper describes a sample set of business requirements for a campaign management solution for a bank. It is hoped that it will provide a framework for those starting to explore the opportunities that the current market for campaign managem......
Managing retention — Who does it well?
Journal of Database Marketing & Customer Strategy Management - Tập 14 - Trang 90-103 - 2007
This paper investigates some aspects of customer retention, in particular the role of customer data and contact centres. It investigates the reasons for problems in managing customer retention, from definition and strategy to operational issues. It describes some recent qualitative research carried out by the authors and shows how different companies are at different stages of maturity in retentio......
Software review: Measuring the overall effectiveness of marketing (Part 1)
Journal of Database Marketing & Customer Strategy Management - Tập 10 - Trang 273-278 - 2003
This paper, which has been divided into two parts, explores how the uses of measurement systems have been evolving in marketing. The first part starts by looking at the impact of implementing corporate strategies on marketing and the development of marketing customer communication strategies. The second part of the paper looks at the types of metrics that are being used to monitor the impact of th......
Editorial
Journal of Database Marketing & Customer Strategy Management - Tập 11 Số 3 - Trang 199-201 - 2004
Editorial People before processes
Journal of Database Marketing & Customer Strategy Management - Tập 12 - Trang 202-204 - 2005
Consumer reactions to online behavioural tracking and targeting
Journal of Database Marketing & Customer Strategy Management - Tập 15 - Trang 11-23 - 2007
This study measures three aspects of consumer reactions to online behavioural tracking and targeting: (1) What consumers know or believe about online behavioural tracking and targeting and the practices associated with it, (2) the nature of their opinions or evaluations regarding these strategies, and (3) the consumers’ online shopping actions or behaviour in view of what they believe and how they......
Smart utilities and CRM: The next phase of customer management in utilities
Journal of Database Marketing & Customer Strategy Management - Tập 17 - Trang 49-58 - 2010
This article examines the potential effect on CRM of smart metering and smart networks in utilities. It examines the kind of interactions that will take place between suppliers and customers, and the likely change in the competitive situation. It concludes that utilities are on the verge of a data and customer management revolution of the kind that took place in the telecommunications industry in ......
Chinese online consumers' responses to web-based data collection efforts: A comparison with American online consumers
Journal of Database Marketing & Customer Strategy Management - - 2001
Software review: Optimising the allocation of cross-selling resource while managing the customer relationship
Journal of Database Marketing & Customer Strategy Management - Tập 9 - Trang 285-290 - 2002
There has been significant interest expressed in the software review in Vol. 9, No. 2 of this journal on the use of optimisation techniques in marketing (Communication optimisation — The new mantra of database marketing. Fad or fact), so this paper explores further how optimisation could be used to support the allocation of cross-selling resource in an imaginary bank, Intel Financial Services Ltd.......
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