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“It ain’t over ’til it’s over: Evaluating Reacquisition Opportunities in Business-to-Business Markets”

Thanks to Drs. Mark P. Leach and Annie H. Liu for sharing a link to their published research. Leach and Liu were 2012 SEF/Neil Rackham Research Grant recipients.  Their research focused on how sales firms evaluate defected customers in order to determine their worthiness for reacquisition. Findings suggest that a sales firm’s assessment of worthiness centers on the ease of reacquisition and the value of the customer. For access to the published paper click here.