Details about Werner J. Reinartz

Access statistics for papers by Werner J. Reinartz.

Last updated 2024-10-09. Update your information in the RePEc Author Service.

Short-id: pre590

Working Papers

2017

1. Modeling customer lifetime value, retention, and churn
   Post-Print, HAL View citations (3)
   See also Chapter Modeling Customer Lifetime Value, Retention, and Churn, Springer Books, Springer (2022) View citations (1) (2022)

2012

2. Financial Performance Outcomes of B2B Customer Solution Offerings
   Post-Print, HAL

2011

3. Hybrid Offerings: How Manufacturing Firms Combine Goods and Services Successfully
   Post-Print, HAL View citations (160)

2009

4. The Transition from a Product-Centric to a Service-Centric Salesforce in Industrial Companies: Key Drivers of Success
   Post-Print, HAL

Journal Articles

2024

1. Leveraging B2B field service technicians as a “second sales force”: How service situations affect selling activity and success
   Journal of the Academy of Marketing Science, 2024, 52, (3), 736-761

2023

2. Reimagining personalization in the physical store
   Journal of Retailing, 2023, 99, (4), 563-579 View citations (1)
3. The managerial relevance of marketing science: Properties and genesis
   International Journal of Research in Marketing, 2023, 40, (4), 801-822

2022

4. Examining artificial intelligence (AI) technologies in marketing via a global lens: Current trends and future research opportunities
   International Journal of Research in Marketing, 2022, 39, (2), 522-540 View citations (10)

2021

5. A retrospective review of the first 35 years of the International Journal of Research in Marketing
   International Journal of Research in Marketing, 2021, 38, (1), 232-269 View citations (4)
6. Announcement: Winner of 2021 Jan-Benedict Steenkamp Award for Long-Term Impact
   International Journal of Research in Marketing, 2021, 38, (2), A2-A3
7. Capturing Retailers’ Brand and Customer Focus
   Journal of Retailing, 2021, 97, (4), 582-596 View citations (2)
8. Non-Food-Einzelhandel vor, während und nach der Pandemie - Implikationen für das Experience Management
   Marketing Review St.Gallen, 2021, 38, (5), 44-50
9. Towards Perpetual Brand-Consumer Relationships
   Marketing Review St.Gallen, 2021, 38, (2), 28-35

2019

10. Improving customer profit predictions with customer mindset metrics through multiple overimputation
    Journal of the Academy of Marketing Science, 2019, 47, (5), 771-794 View citations (5)
11. Reinventing the Retailer: Retaining Relevance and Customer Access
    NIM Marketing Intelligence Review, 2019, 11, (1), 10-17
12. The Perils of Retail Price Differentiation: Why Nobody Wins When Customers Lose
    NIM Marketing Intelligence Review, 2019, 11, (1), 30-35
13. The impact of digital transformation on the retailing value chain
    International Journal of Research in Marketing, 2019, 36, (3), 350-366 View citations (77)

2018

14. Correction to: selling, general, and administrative expense (SGA)-based metrics in marketing: conceptual and measurement challenges
    Journal of the Academy of Marketing Science, 2018, 46, (6), 1012-1013 View citations (9)
15. Selling, general, and administrative expense (SGA)-based metrics in marketing: conceptual and measurement challenges
    Journal of the Academy of Marketing Science, 2018, 46, (6), 987-1011 View citations (21)

2017

16. Digital Transformation and Value Creation: Sea Change Ahead
    NIM Marketing Intelligence Review, 2017, 9, (1), 10-17 View citations (15)
17. Editorial
    NIM Marketing Intelligence Review, 2017, 9, (1), 3-3
18. From Point of Sale to Point of Need: How Digital Technology Is Transforming Retailing
    NIM Marketing Intelligence Review, 2017, 9, (1), 42-47 View citations (2)
19. When and why do customer solutions pay off in business markets?
    Journal of the Academy of Marketing Science, 2017, 45, (4), 490-512 View citations (17)

2011

20. Discussion of “Quantitative and Qualitative Rankings of Scholars”: Feeling Good or Feeling Right?
    Schmalenbach Business Review (sbr), 2011, 63, (1), 109-114 View citations (2)
21. Retailing Innovations in a Globalizing Retail Market Environment
    Journal of Retailing, 2011, 87, (S1), S53-S66 View citations (50)

2009

22. An empirical comparison of the efficacy of covariance-based and variance-based SEM
    International Journal of Research in Marketing, 2009, 26, (4), 332-344 View citations (461)

2008

23. Investigating cross-buying and customer loyalty
    Journal of Interactive Marketing, 2008, 22, (1), 5-20 View citations (18)

2002

24. Customizing Prices in Online Markets
    Symphonya. Emerging Issues in Management, 2002, (1 Market-Space Management) View citations (6)

Books

2018

1. Customer Relationship Management
   Springer Texts in Business and Economics, Springer View citations (19)
   Also in Springer Texts in Business and Economics, Springer (2012) View citations (25)

Chapters

2022

1. Modeling Customer Lifetime Value, Retention, and Churn
   Springer View citations (1)
   See also Working Paper Modeling customer lifetime value, retention, and churn, HAL (2017) View citations (3) (2017)

2018

2. Applications of CRM in B2B and B2C Scenarios Part I
   Springer
   Also in Springer (2012)
   Springer (2012)
   Springer (2018)
3. CRM Issues in the Business-To-Business Context
   Springer
4. CRM in Social Media
   Springer
5. Campaign Management
   Springer
   Also in Springer (2012)
6. Concepts of Customer Value
   Springer View citations (2)
7. Customer Analytics Part I
   Springer
   Also in Springer (2012)
   Springer (2012)
   Springer (2018)
8. Customer Privacy Concerns and Privacy Protective Responses
   Springer View citations (1)
   Also in Springer (2012)
9. Data Mining
   Springer
   Also in Springer (2012)
10. Future of CRM
    Springer View citations (3)
    Also in Springer (2012)
11. Impact of CRM on Marketing Channels
    Springer
    Also in Springer (2012) View citations (1)
12. Implementing the CRM Strategy
    Springer
    Also in Springer (2012)
13. Loyalty Programs: Design and Effectiveness
    Springer View citations (3)
    Also in Springer (2012) View citations (1)
14. Software Tools and Dashboards
    Springer
    Also in Springer (2012)
15. Strategic CRM
    Springer
    Also in Springer (2012)
16. Strategic CRM Today
    Springer
17. Using Databases
    Springer
    Also in Springer (2012)

2012

18. Customer Relationship Management Issues in the Business-To-Business Context
    Springer View citations (1)
19. Der Einsatz von Customer Relationship Management zur Steuerung von Kundenzufriedenheit
    Springer
20. Relationship Marketing and the Concept of Customer Value
    Springer View citations (1)
21. Strategic Customer Relationship Management Today
    Springer View citations (4)

2010

22. Understanding Customer Loyalty Programs
    Springer View citations (2)
    Also in Springer (2006) View citations (3)

2008

23. Decision Models for Customer Relationship Management (CRM)
    Springer View citations (9)