J. Andrew Petersen
J. Andrew Petersen
Associate Professor of Marketing, The Pennsylvania State University
Verified email at psu.edu - Homepage
Cited by
Cited by
Domo arigato Mr. Roboto: Emergence of automated social presence in organizational frontlines and customers’ service experiences
J Van Doorn, M Mende, SM Noble, J Hulland, AL Ostrom, D Grewal, ...
Journal of service research 20 (1), 43-58, 2017
How valuable is word of mouth?
V Kumar, JA Petersen, RP Leone
Harvard business review 85 (10), 139, 2007
Driving profitability by encouraging customer referrals: Who, when, and how
V Kumar, JA Petersen, RP Leone
Journal of Marketing 74 (5), 1-17, 2010
Are product returns a necessary evil? Antecedents and consequences
JA Petersen, V Kumar
Journal of Marketing 73 (3), 35-51, 2009
Choosing the right metrics to maximize profitability and shareholder value
JA Petersen, L McAlister, DJ Reibstein, RS Winer, V Kumar, G Atkinson
Journal of Retailing 85 (1), 95-111, 2009
Forward-looking focus: can firms have adaptive foresight?
VA Zeithaml, RN Bolton, J Deighton, TL Keiningham, KN Lemon, ...
Journal of Service Research 9 (2), 168-183, 2006
Using a customer-level marketing strategy to enhance firm performance: a review of theoretical and empirical evidence
V Kumar, JA Petersen
Journal of the Academy of Marketing Science 33 (4), 504-519, 2005
Perceived risk, product returns, and optimal resource allocation: Evidence from a field experiment
JA Petersen, V Kumar
Journal of Marketing Research 52 (2), 268-285, 2015
Marketing communication strategies and consumer financial decision making: The role of national culture
JA Petersen, T Kushwaha, V Kumar
Journal of Marketing 79 (1), 44-63, 2015
Can Product Returns Make You Money?
Sloan Management Review 51 (3), 85-89, 2010
Defining, Measuring and Managing Business Reference Value
V Kumar, JA Petersen, RP Leone
Journal of Marketing 77 (1), 68-86, 2013
Reversing the logic: The path to profitability through relationship marketing
V Kumar, I Dalla Pozza, JA Petersen, D Shah
Journal of Interactive Marketing 23 (2), 147-156, 2009
Developing donor relationships: The role of the breadth of giving
F Khodakarami, JA Petersen, R Venkatesan
Journal of Marketing 79 (4), 77-93, 2015
Statistical Methods in Customer Relationship Management
V Kumar, JA Petersen
John Wiley & Sons, 2012
Unlocking the power of marketing: understanding the links between customer mindset metrics, behavior, and profitability
JA Petersen, V Kumar, Y Polo, FJ Sese
Journal of the Academy of Marketing Science 46 (5), 813-836, 2018
Managing product returns within the customer value framework
A Minnema, THA Bijmolt, JA Petersen, JD Shulman
Customer engagement marketing, 95-118, 2018
Leveraging product returns to maximize customer equity
JA Petersen, ET Anderson
Handbook of research on customer equity in marketing, 2015
Maximizing ROI or Profitability
V Kumar, JA Petersen
Marketing Research, 28-34, 2004
Measuring and managing customer engagement value through the customer journey
R Venkatesan, JA Petersen, L Guissoni
Customer engagement marketing, 53-74, 2018
When time is sales: the impact of sales manager time allocation decisions on sales team performance
AA Rapp, JA Petersen, DE Hughes, JL Ogilvie
Journal of Personal Selling & Sales Management 40 (2), 132-148, 2020
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