Commitment Contracts: the Effect of Commitment-Based Pricing on Customer Acquisition and Retention
Nowadays, an increasing number of firms incorporate commitment into their pricing schemes and business models. Our research shows how to design and present commitment-based pricing optimally to acquire and establish long-term relationships with customers.
Katja Berger, Klaus Wertenbroch, and Christina Schamp (2020) ,"Commitment Contracts: the Effect of Commitment-Based Pricing on Customer Acquisition and Retention", in NA - Advances in Consumer Research Volume 48, eds. Jennifer Argo, Tina M. Lowrey, and Hope Jensen Schau, Duluth, MN : Association for Consumer Research, Pages: 1211-1211.
Katja Berger, University of Hamburg
Klaus Wertenbroch, INSEAD, Singapore
Christina Schamp, University of Mannheim, Germany
NA - Advances in Consumer Research Volume 48 | 2020
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