Description: Lecture, three hours. Requisites: courses 402, 411. Use of notion of customer life cycle as organizing principle and application to one-to-one marketing context. Frameworks and analytical tools for interacting with customers and learning about their preferences as they evolve through four stages of customer life cycle: (1) customer acquisition, (2) initial post-promotion purchasing, (3) mid-maturity purchase and transaction behavior, and (4) customer attrition or switchover to other product lines. S/U or letter grading.

Units: 4.0