An Integrated Bargaining Solution Analysis For Vertical Cooperative Sales Promotion Campaigns Based On The Win-Win-Win Papakonstantinidis Model

Authors intention was to examine the possibility to investigate win-win-win papakonstantinidis model in order to develop an integrated bargaining solution analysis for vertical cooperative sales promotion campaigns. Based on previous theoretical extensions (Spais and Papakonstantinidis, 2011; Spais, Papakonstantinidis and Papakonstantinidis, 2009), this study presented an integrated bargaining solution analysis for cases of optimal allocation of a promotion budget in a cooperative sales promotion campaign in vertical marketing channels. This integrated bargaining solution analysis included: a) three (3) adjusted utility functions, considering the parameters of sales response budgeting method, the break-even sales analysis and the marketing channel members trade promotion goals; b) the referee solution, the optimal solution for the three players and the constraints; c) the definition of the third win in terms of a continuous sensitization process and perfect information; and d) the presentation of the potential outputs from a bargaining process regarding to the sharing of the cooperative sales promotion cost among A, B and C parties/players for different sales promotion offerings. Encouragingly, the review of the modern literature and the four (4) critical case studies of cooperative marketing programs confirmed the need for a win-win-win approach in cooperative sales promotion planning in vertical marketing channels

The mediating role of customer lifetime value on customer relationship management and business performance

Iran is rich in touristic resources but does not collect enough shares of the international tourism revenues. The main concentration of tourism activities is in Tehran, the capital of Iran, while the other cities like Shiraz and Kish are neglected. As a solution to resolve Iran’s tourism issues, improvement in the performance of tourism-related businesses like hotel services could be an effective element in solving Iran’s tourism problems. Customer Relationship Management (CRM) has been proven effective in increasing hotel’s profitability. Therefore, the aim of this study is to examine the relationships between CRM and Business Performance (BP), CRM and Customer Lifetime Value (CLV), and CLV and BP, as most organizations which implement CRM also implement CLV in order to develop relationships with customers. There is a lack of study examines the mediating role of CLV on CRM and BP. This study was conducted among forty hotels in Shiraz and Kish, involving 120 managers of three to five star hotels. This study used Structural Equation Modelling (SEM) together with Partial Least Squares (PLS) approach. The results showed a significant relationship between CRM and BP, CRM and CLV, and CLV and BP. The results also showed a significant mediating role of CLV on the relationship between CRM and BP. The only CRM dimensions that had influence on BP was technology and the only CLV dimensions that had influence on BP was customer development. Theoretically, this study extend our understanding on the influence of process and technology on CRM. This study reinforces CLV’s role as mediator and suggests that CLV could be an important variable between CRM and BP. Practically, the study provides the hotel management with solution to improve performance of tourism-related businesses like hotel services by properly developing the CRM system. Hotels should cross-sell and upsell to customers to develop customer relationship. This study can be repeated by other industries such as telecommunications, pharmaceutical or air travel industry. Comparative studies could also be conducted among hotels and managers at different levels. Future research could also investigate the customers’ point of view as well as compare the phenomena among hotels and managers at different levels

Usability of CRM Systems as Collaboration Infrastructures in Business Networks

Collaboration among companies is a major development in business and electronic business concepts. While groupware, teleconferencing or e-mail-systems are widespread and crossfunctional in nature, support for collaboration in business processes has mainly been studied in the engineering and supply chain area. Virtual organizations and networked business also require collaboration in customer-oriented processes such as the management of offer generation, campaigns, customer data or complaints. While the concept of collaborative customer relationship management (CRM) has been discussed by several authors already, the technological scenarios available to implement these processes are still open for research. This paper investigates the role of CRM systems as application architectures for collaborative CRM. The findings show that CRM systems provide only basic functionalities for inter-organizational collaboration and seem currently not able to support collaborative CRM without help of additional supporting tools or extensive customizing of system functionalities

Enhancing Collaborative CRM with Mobile Technologies

Mobile technology offers a high potential to significantly transform the ways how a company can interact with their customers and even with own employees. In recent years researchers started to analyze those potentials from the perspective of customer relationship management (CRM) but mainly concentrated on traditional business-to-customer (B2C) relationships. The concept of collaborative CRM extends this view of traditional CRM to virtual organizations and networked businesses. While the concept of collaborative CRM has been discussed by several authors already, the impact of mobile technology is still open to research. This paper investigates the role of mobile technology in collaborative CRM based on existing research, scenarios and supporting systems. The goal is to increase insight about the current role of mobile devices such as smartphones or personal digital agents (PDA) in collaborative CRM business scenarios and the support of these scenarios by CRM systems. From the broad scope of collaborative CRM the focus of this research is on collaboration with customers. The findings show that current mobile scenarios merely incorporate the collaborative CRM concept and that CRM systems provide only basic functionalities for incorporating mobile devices in collaborative CRM processes

Improving the deployment model of modern electronic marketing methods for the Cyprus tourism organisation.

Traditional business models that used to govern the operations of travel and tourism businesses, defined in a rigid way their functional areas and the relationships among them. The advent of Information and Communication Technologies (ICT) has driven the transformation of these business models into novel destination marketing models. National Tourism Organisations’ task of managing the process of destination marketing has been augmented with the advent of electronic marketing methods. The complexity of managing the diverse interests of the multiplicity of the stakeholders involved in destination marketing has been extended by the novel electronic communication channels that have been introduced. This has made the need of establishing an explicit model for managing the process of destination marketing more imperative than ever before. Recognising the need for explicitly managing the process of destination marketing for the Cyprus Tourism Organisation (CTO), an integrated marketing model has been developed to guide the management of the destination’s marketing process. The key for optimising the destination’s marketing processes is the successful implementation of the model through the integration of traditional with electronic marketing activities. The model is founded upon the CTO’s marketing executives’ mindset and expectations and facilitates the satisfaction of the CTO’s online visitors / customers’ expectations. Moreover, it reflects on the CTO’s existing marketing services, the Cyprus tourism industry’s eMarketing deployment and European NTOs’ eMarketing deployment level. The utter objective that is aimed to be achieved through the implementation of the developed model is the improvement of Cyprus’ competitiveness as a tourism destination worldwide

Kazakhstan Regional Development

This toolkit is a practical guide which is designed to assist different levels of akimats (oblast and rayon) and other stakeholders that are involved in tourism development. It can assist a wide range of decision makers, as well, including tourism managers and staff, tourist associations, organisations that promote tourism, relevant educational institutions and other groups engaged within the tourism sector.European Unio

Place, recreation and local development

Proceedings of the 9th International Conference on Monitoring and Management of Visitors in Recreational and Protected Areas (MMV9), Bordeaux, FRA, 29-/08/2018 - 31/08/2018It is our pleasure to welcome you to the 9th international Conference on Monitoring and Management of Visitors in Recreational and Protected Areas (MMV9) with a program including keynote speeches, organized and poster sessions, a half-day field trip, social events and post conference trips. This is the first time that France has hosted an MMV Conference. Our country is ranked as the world's top tourist destination, thanks largely to its culture, art, and gastronomy, as well as popular cities such as Paris and Bordeaux. On the other hand, France's potential as a destination for outdoor recreation and nature-based tourism is not hugely publicized, despite its many unique features in this respect: varied climate and natural assets (shoreline, mountains, lakes, and forests), large expanses of countryside, and a network of protected natural areas, to name but a few. France's protected areas are often free to access for the general public. However, in contrast with other countries, nature conservation in specific areas is much less widespread. Where it does take place, it is often centered on territories that are perceived to be "attractive", and where many conflicting activities are practiced. This may be one of the reasons why contractual tools and regional park systems are quite popular in France. The MMV Conference offers an excellent opportunity to discuss the situation in France in greater depth. The theme proposed for the conference was "recreation, place and local development". This reflects our assumption that recreational areas are not just physical assets designed to receive visitors for the purpose of leisure - which in itself would already be something of great importance - but that they reflect deeper social phenomena, as demonstrated through the range of organized sessions dedicated to discussing questions such as environmental education and economic development, but also emerging themes such as social integration, community resilience, environmental justice, and health. The traditional topics covered by MMV Conference reflect an evolving society: with innovations in monitoring techniques (both on people and nature), focus on new populations (Y generation, ethnic minority) and a larger concern for individual engagement and participative management. The 9th Edition of MMV is co-hosted by Irstea and BSA. This would not have been possible without significant contributions from a large number of additional partners and sponsors as well as our national scientific and organizing committee. We would like to take this opportunity to thank everyone for their help. After two years of planning, we are proud to announce that we have more than 160 presentations from 30 countries, meaning that the conference will host over 200 participants from across the globe. We are honored that the International Steering Committee has given us the opportunity to be part of this great MMV community, which organized its first meeting in 2002. We hope you will enjoy the conference as much as we enjoyed organizing it. If you can't be with us in person, we hope that you will enjoy reading our publications