Improving Targeting by Taking Long-Term Relationships into Account

  • Benedikt LindenbeckEmail author
  • Rainer Olbrich
Conference paper
Part of the Developments in Marketing Science: Proceedings of the Academy of Marketing Science book series (DMSPAMS)


Direct marketing is characterized by its high practical relevance, and it requires decision-makers to consider a variety of success factors to ensure the success of campaigns. In particular, the choice of recipients has substantial importance, and this selection can be based on various types of information. Information that reflects the behavior of potential recipients may offer better forecasting quality than demographic data, but this common assumption has not been substantiated empirically. On the basis of empirical data, this article examines whether such data can produce improved forecasting quality. The data set consists of the customer base of a German insurance company. With path analysis, the authors reveal that behavioral data achieve better predictability than demographic data. The consideration of these aspects thus allows for economically more advantageous management of direct marketing campaigns.


Direct marketing Direct mailing Targeting Services marketing Path analysis 


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Copyright information

© Academy of Marketing Science 2019

Authors and Affiliations

  1. 1.University of HagenHagenGermany

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