The Experts below are selected from a list of 99 Experts worldwide ranked by ideXlab platform
Ram Bezawada - One of the best experts on this subject based on the ideXlab platform.
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the effect of customers social media participation on customer visit frequency and profitability an empirical investigation
Information Systems Research, 2013Co-Authors: Rishika Rishika, Ashish Kumar, Ramkumar Janakiraman, Ram BezawadaAbstract:In this study we examine the effect of customers' participation in a firm's social media efforts on the intensity of the relationship between the firm and its customers as captured by customers' visit frequency. We further hypothesize and test for the moderating roles of social media activity and customer characteristics on the link between social media participation and the intensity of customer-firm relationship. Importantly, we also quantify the impact of social media participation on customer profitability. We assemble a novel data set that combines customers' social media participation data with individual customer Level Transaction data. To account for endogeneity that could arise because of customer self-selection, we utilize the propensity score matching technique in combination with difference in differences analysis. Our results suggest that customer participation in a firm's social media efforts leads to an increase in the frequency of customer visits. We find that this participation effect is ...
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the effect of customers social media participation on customer visit frequency and profitability an empirical investigation
Information Systems Research, 2013Co-Authors: Rishika Rishika, Ashish Kumar, Ramkumar Janakiraman, Ram BezawadaAbstract:In this study we examine the effect of customers’ participation in a firm’s social media efforts on the intensity of the relationship between the firm and its customers as captured by customers’ visit frequency. We further hypothesize and test for the moderating roles of social media activity and customer characteristics on the link between social media participation and the intensity of customer-firm relationship. Importantly, we also quantify the impact of social media participation on customer profitability. We assemble a novel data set that combines customers’ social media participation data with individual customer Level Transaction data. To account for endogeneity that could arise because of customer self-selection, we utilize the propensity score matching technique in combination with difference in differences analysis. Our results suggest that customer participation in a firm’s social media efforts leads to an increase in the frequency of customer visits. We find that this participation effect is greater when there are high Levels of activity in the social media site and for customers who exhibit a strong patronage with the firm, buy premium products, and exhibit lower Levels of buying focus and deal sensitivity. We find that the above set of results holds for customer profitability as well. We discuss theoretical implications of our results and offer prescriptions for managers on how to engage customers via social media. Our study emphasizes the need for managers to integrate knowledge from customers’ Transactional relationship with their social media participation to better serve customers and create sustainable business value.
Rishika Rishika - One of the best experts on this subject based on the ideXlab platform.
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the effect of customers social media participation on customer visit frequency and profitability an empirical investigation
Information Systems Research, 2013Co-Authors: Rishika Rishika, Ashish Kumar, Ramkumar Janakiraman, Ram BezawadaAbstract:In this study we examine the effect of customers' participation in a firm's social media efforts on the intensity of the relationship between the firm and its customers as captured by customers' visit frequency. We further hypothesize and test for the moderating roles of social media activity and customer characteristics on the link between social media participation and the intensity of customer-firm relationship. Importantly, we also quantify the impact of social media participation on customer profitability. We assemble a novel data set that combines customers' social media participation data with individual customer Level Transaction data. To account for endogeneity that could arise because of customer self-selection, we utilize the propensity score matching technique in combination with difference in differences analysis. Our results suggest that customer participation in a firm's social media efforts leads to an increase in the frequency of customer visits. We find that this participation effect is ...
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the effect of customers social media participation on customer visit frequency and profitability an empirical investigation
Information Systems Research, 2013Co-Authors: Rishika Rishika, Ashish Kumar, Ramkumar Janakiraman, Ram BezawadaAbstract:In this study we examine the effect of customers’ participation in a firm’s social media efforts on the intensity of the relationship between the firm and its customers as captured by customers’ visit frequency. We further hypothesize and test for the moderating roles of social media activity and customer characteristics on the link between social media participation and the intensity of customer-firm relationship. Importantly, we also quantify the impact of social media participation on customer profitability. We assemble a novel data set that combines customers’ social media participation data with individual customer Level Transaction data. To account for endogeneity that could arise because of customer self-selection, we utilize the propensity score matching technique in combination with difference in differences analysis. Our results suggest that customer participation in a firm’s social media efforts leads to an increase in the frequency of customer visits. We find that this participation effect is greater when there are high Levels of activity in the social media site and for customers who exhibit a strong patronage with the firm, buy premium products, and exhibit lower Levels of buying focus and deal sensitivity. We find that the above set of results holds for customer profitability as well. We discuss theoretical implications of our results and offer prescriptions for managers on how to engage customers via social media. Our study emphasizes the need for managers to integrate knowledge from customers’ Transactional relationship with their social media participation to better serve customers and create sustainable business value.
Ashish Kumar - One of the best experts on this subject based on the ideXlab platform.
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the effect of customers social media participation on customer visit frequency and profitability an empirical investigation
Information Systems Research, 2013Co-Authors: Rishika Rishika, Ashish Kumar, Ramkumar Janakiraman, Ram BezawadaAbstract:In this study we examine the effect of customers' participation in a firm's social media efforts on the intensity of the relationship between the firm and its customers as captured by customers' visit frequency. We further hypothesize and test for the moderating roles of social media activity and customer characteristics on the link between social media participation and the intensity of customer-firm relationship. Importantly, we also quantify the impact of social media participation on customer profitability. We assemble a novel data set that combines customers' social media participation data with individual customer Level Transaction data. To account for endogeneity that could arise because of customer self-selection, we utilize the propensity score matching technique in combination with difference in differences analysis. Our results suggest that customer participation in a firm's social media efforts leads to an increase in the frequency of customer visits. We find that this participation effect is ...
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the effect of customers social media participation on customer visit frequency and profitability an empirical investigation
Information Systems Research, 2013Co-Authors: Rishika Rishika, Ashish Kumar, Ramkumar Janakiraman, Ram BezawadaAbstract:In this study we examine the effect of customers’ participation in a firm’s social media efforts on the intensity of the relationship between the firm and its customers as captured by customers’ visit frequency. We further hypothesize and test for the moderating roles of social media activity and customer characteristics on the link between social media participation and the intensity of customer-firm relationship. Importantly, we also quantify the impact of social media participation on customer profitability. We assemble a novel data set that combines customers’ social media participation data with individual customer Level Transaction data. To account for endogeneity that could arise because of customer self-selection, we utilize the propensity score matching technique in combination with difference in differences analysis. Our results suggest that customer participation in a firm’s social media efforts leads to an increase in the frequency of customer visits. We find that this participation effect is greater when there are high Levels of activity in the social media site and for customers who exhibit a strong patronage with the firm, buy premium products, and exhibit lower Levels of buying focus and deal sensitivity. We find that the above set of results holds for customer profitability as well. We discuss theoretical implications of our results and offer prescriptions for managers on how to engage customers via social media. Our study emphasizes the need for managers to integrate knowledge from customers’ Transactional relationship with their social media participation to better serve customers and create sustainable business value.
Ramkumar Janakiraman - One of the best experts on this subject based on the ideXlab platform.
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the effect of customers social media participation on customer visit frequency and profitability an empirical investigation
Information Systems Research, 2013Co-Authors: Rishika Rishika, Ashish Kumar, Ramkumar Janakiraman, Ram BezawadaAbstract:In this study we examine the effect of customers' participation in a firm's social media efforts on the intensity of the relationship between the firm and its customers as captured by customers' visit frequency. We further hypothesize and test for the moderating roles of social media activity and customer characteristics on the link between social media participation and the intensity of customer-firm relationship. Importantly, we also quantify the impact of social media participation on customer profitability. We assemble a novel data set that combines customers' social media participation data with individual customer Level Transaction data. To account for endogeneity that could arise because of customer self-selection, we utilize the propensity score matching technique in combination with difference in differences analysis. Our results suggest that customer participation in a firm's social media efforts leads to an increase in the frequency of customer visits. We find that this participation effect is ...
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the effect of customers social media participation on customer visit frequency and profitability an empirical investigation
Information Systems Research, 2013Co-Authors: Rishika Rishika, Ashish Kumar, Ramkumar Janakiraman, Ram BezawadaAbstract:In this study we examine the effect of customers’ participation in a firm’s social media efforts on the intensity of the relationship between the firm and its customers as captured by customers’ visit frequency. We further hypothesize and test for the moderating roles of social media activity and customer characteristics on the link between social media participation and the intensity of customer-firm relationship. Importantly, we also quantify the impact of social media participation on customer profitability. We assemble a novel data set that combines customers’ social media participation data with individual customer Level Transaction data. To account for endogeneity that could arise because of customer self-selection, we utilize the propensity score matching technique in combination with difference in differences analysis. Our results suggest that customer participation in a firm’s social media efforts leads to an increase in the frequency of customer visits. We find that this participation effect is greater when there are high Levels of activity in the social media site and for customers who exhibit a strong patronage with the firm, buy premium products, and exhibit lower Levels of buying focus and deal sensitivity. We find that the above set of results holds for customer profitability as well. We discuss theoretical implications of our results and offer prescriptions for managers on how to engage customers via social media. Our study emphasizes the need for managers to integrate knowledge from customers’ Transactional relationship with their social media participation to better serve customers and create sustainable business value.
Anita Pansari - One of the best experts on this subject based on the ideXlab platform.
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national culture economy and customer lifetime value assessing the relative impact of the drivers of customer lifetime value for a global retailer
Journal of International Marketing, 2016Co-Authors: V Kumar, Anita PansariAbstract:AbstractCustomer lifetime value (CLV), a metric used in many industries, is based on the cumulated cash flow a customer accrues during his or her lifetime. Firms have used CLV as a basis for formulating and implementing customer-specific strategies; however, these can vary across countries because of each country’s cultural and economic influences. Typically, CLV is computed with three components: purchase frequency, contribution margin, and marketing costs. In this study, the authors demonstrate that national cultural dimensions affect the drivers of purchase frequency and contribution margin and that economic factors influence the components of CLV directly. They use customer-Level Transaction data from a global retailer for a random sample of customers in 30 representative countries over a six-year period. They estimate the model using a seemingly unrelated regression approach while accounting for the heterogeneity of customers across countries and the endogeneity of marketing costs incurred by the fir...