Sheth/JM Winners 2011
Introduction
Werner J. Reinartz and V. Kumar have won the Sheth Foundation/J Mar Award for their 2003 article, "The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration"
 : : : Posting |
2011 Sheth Foundation/Journal of Marketing Award
Werner J. Reinartz and V. Kumar are the recipients of the 2011 Sheth Foundation/Journal of Marketing Award for their article, “,” which appeared in the January 2003 (Vol. 67, No. 1) issue of the Journal of Marketing (JM). The award is administered through the ÂÜÀòÉç¹ÙÍø Foundation. Nominations for the award were solicited from members of the JM Editorial Review Board, and a committee of former journal editors—David W. Stewart (chair), Ruth Bolton, and Ajay Kohli —made the selection. The award is given to honor articles that have made long-term contributions to the discipline of marketing. The award recognizes scholarship based on the benefits of time and hindsight and acknowledges contributions and outcomes made to marketing theory and practice. This year, the committee considered all articles published in JM between 2002 and 2006. The committee also weighs information obtained from nomination letters and citation analyses. The Sheth Foundation/Journal of Marketing Award was established through the generosity of the Sheth Foundation. The criteria for selection include the quality of the article’s contribution to theory and practice, the article’s originality, its technical competence, and its impact on the field of marketing. Articles eligible for the award must have been published at least five years but not more than ten years earlier.
In the opinion of the selection committee, this article has had significant impact on the field. As one nomination stated, “This ground-breaking paper lifts relationship marketing out of the depths of esotericism by empirically measuring customer lifetime duration in a non-contractual setting.” Another nomination noted, “Another reflection of why this paper has had significant impact on the field is because it addresses the critical marketing decision of which consumers to target and for how long to target them. From a managerial perspective this is probably the strongest reason why this paper is deserving of the Sheth Award.” Finally, one nomination observed that the paper “created research tributaries that diverged into several separate areas such as: (1) customer loyalty; (2) driver-based studies on maximizing customer profitability (i.e. CLV); (3) optimal allocation of resources across customers, channels and over time; (4) customer intervention strategies; (5) customer acquisition and retention studies; (6) product returns behavior; and (7) cross buying behavior, among others.” The committee believed that the significant impact of the article on both scholarly research and marketing practice made it a worthy selection for the Sheth Foundation/Journal of Marketing Award.
The award is presented annually at the ÂÜÀòÉç¹ÙÍø’s to be held in Chicago in August 2012.
Werner J. Reinartz is presently a Professor of Marketing at the University of Cologne, Germany. V. Kumar is presently the Richard and Susan Lenny Distinguished Chair Professor of Marketing, and Executive Director, Center for Excellence in Brand and Customer Management, Robinson College of Business, Georgia State University.
| The Hardware and Software Behind ELMAR Is Paid for with ÂÜÀòÉç¹ÙÍø Dues Please Support ELMAR by or renewing your membership |