The interplay between face to face contact, e-mail and timing in driving up sales of loyalty schemes

The question of how best to contact high value customers, how often and when, is very important for customer relationship managers, particularly when it comes to the sale of loyalty-inducing schemes such as season tickets or membership schemes. Season tickets or annual memberships are an important source of revenue for many service-based organisations such as … Continue reading The interplay between face to face contact, e-mail and timing in driving up sales of loyalty schemes

New book: The Dark Side of CRM

I just received my copy of the book 'The Dark Side of CRM - Customers, relationships and management', which I co-edited with Bang Nguyen and Lyndon Simkin and can be ordered here. The book tackles the duplicitous practices and undesirable behaviours that affect the relationships between firms and customers. Building relationships with customers enables a firm to learn … Continue reading New book: The Dark Side of CRM

Relationship Marketing in action

Remember that post about gratitude in marketing, and its impact on customer loyalty? Well, I have just seen it into action. My daughter e-mailed the owner of a small business that offers rabbit boarding services, asking whether they could look after her pet rabbit while we are on holidays. This is the reply that she … Continue reading Relationship Marketing in action

Presentation: The potential of social media in customer relationship management

These are the slides of the presentation that I am delivering at the London School of Economics, on April 30th, as part of the Information Systems PhD Seminar Series and Workshops. <div style="margin-bottom:5px"> <strong> <a href="http://www.slideshare.net/acanhoto/canhoto-2013-at-lse-handout" title="Canhoto 2013 at lse handout" target="_blank">Canhoto 2013 at lse handout</a> </strong> from <strong><a href="http://www.slideshare.net/acanhoto" target="_blank">Ana Canhoto</a></strong> </div> The presentation … Continue reading Presentation: The potential of social media in customer relationship management

PhD topics that I am supervising at Oxford Brookes University

The institution where I work, the Faculty of Business at Oxford Brookes University, has a thriving doctoral programme, including studentship opportunities. If you are considering a doctoral degree, do take a look at the research topics available. I can supervise 1-2 doctoral students who wish to research any of the topics below. Bad customer behaviour … Continue reading PhD topics that I am supervising at Oxford Brookes University