• Robert C. Blattberg
  • Byung-Do Kim
  • Scott A. Neslin
Part of the International Series in Quantitative Marketing book series (ISQM, volume 18)


The database marketing environment presents many challenges involving pricing. How should we coordinate acquisition pricing and retention pricing? How should we price when we want to re-activate customers? How should we use database marketing to price discriminate? This chapter reviews models and methods for providing insights on these questions. We point out that pricing cannot be considered in a vacuum; for example, that customer quality expectations play a key role in acquisition pricing.


Price Strategy Price Discrimination Optimal Price Price Sensitivity Lead Product 
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Copyright information

© Springer Science+Business Media, LLC 2008

Authors and Affiliations

  • Robert C. Blattberg
    • 1
    • 2
  • Byung-Do Kim
    • 3
  • Scott A. Neslin
    • 4
  1. 1.Kellogg School of ManagementNorthwestern UniversityEvanstonUSA
  2. 2.Tepper School of BusinessCarnegie-Mellon UniversityPittsburghUSA
  3. 3.Graduate School of BusinessSeoul National UniversitySeoulKorea
  4. 4.Tuck School of BusinessDartmouth CollegeHanoverUSA

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