Overcoming the “recency trap” in customer relationship management
Overcoming the “recency trap” in customer relationship management
About this item
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Author / Creator
Publisher
Boston: Springer US
Journal title
Language
English
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Publication information
Publisher
Boston: Springer US
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More information
Scope and Contents
Contents
Purchase likelihood typically declines as the length of time since the customer’s previous purchase (“recency”) increases. As a result, firms face a “recency trap,” whereby recency increases for customers who do not purchase in a given period, making it even less likely they will purchase in the next period. Eventually the customer is effectively l...
Alternative Titles
Full title
Overcoming the “recency trap” in customer relationship management
Authors, Artists and Contributors
Author / Creator
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Record Identifier
TN_cdi_proquest_journals_1322551050
Permalink
https://devfeature-collection.sl.nsw.gov.au/record/TN_cdi_proquest_journals_1322551050
Other Identifiers
ISSN
0092-0703
E-ISSN
1552-7824
DOI
10.1007/s11747-012-0312-7
