MARKETING PERFORMANCE MEASUREMENT IN FMCG - Share of Wallet in Retailing Industry

This book is a glance into the complex world of retailing industry at its competitive dynamics at international level. This book wants to offer several worthy causes for reflection, in the field of retailing management, for academics, students and practitioners. This book is based on both a qualitative and quantitative approach and it develops a confirmative analysis (Structural Equation Model, SEM) to assess a measurement scale to determine the of share of wallet (SOW). This book deepens a comparative case study analysis of three national companies competing with different business model in the industry of FMCGs retailing, with in depth interviews to firms’ top managers. The study gives an interpretation of innovative trends in the retailing industry, considering the new consumer behaviours, the impact of new technologies, and the innovation of business models. It offers an overview on the topic of Marketing Measurement Performance and its metrics in the transactional, perceptive and knowledge side

Sustainable and Circular Business Model for Oil & Gas Offshore Platform Decommissioning

In recent years, the problem of decommissioning and recycling offshore platforms has become an increasingly complex issue for environmental, socio-economic and safety reasons. The decommissioning or sustainable conversion of offshore platforms in the broader context of the circular economy will lead to the acquisition of new technologies and increasingly change values and behaviours towards sustainability in line with new business models. It will also be a complex process as it will require new skills, transformative technologies and the ability to engage all stakeholders. The objective of this study are the Multi-Use Platforms at Sea (MUPS), which represents an interesting solution for the creation of marine areas where different economic and recreational activities can be launched and developed according to the needs of environmental protection (e.g. renewable energies, shellfish farming, decarbonization plants, tourism and recreation).The main research question was the following: "What is the sustainable and circular business model in the literature that can be best used to support the transformation and/or decommissioning of oil platforms?" In addition, "How can the above business model be applied to the case of a platform considering social and environmental impacts?" In the first phase, the research activity focused on a thorough review of the literature on offshore platform decommissioning and sustainable and circular business models. This allowed us to access the Sustainable Circular Business Model Canvas (SCBMC), a conceptual tool that presents a holistic view of the different multi-purpose management options and their social and environmental impacts. This tool could help oil and gas operators (and related industries) address platform mining issues. The methodology adopted was a qualitative analysis. To test the SCBMC, an empirical study was conducted with semi-structured questionnaires given to several stakeholders (including experts, professionals and academics) in the international decommissioning industry. In addition, broader desk research on global offshore case studies was conducted using information sources and secondary sources. In future research, it may be useful to compare the SCBMC with the latest mainstream Circular Business Model (CBM) issues to better assess and quantify the environmental and social impacts of offshore platform decommissioning and to broaden the debate on this topic, considering economic indicators

The usefulness of sustainable business models: Analysis from oil and gas industry

The management of offshore platforms at the end of their production phase is a complex issue for technological, socioeconomic, ecological and safety reasons. The decommissioning or reconversion of offshore platforms in the context of a circular economy (CE) will lead to new knowledge acquisition, changing values and changing behaviours towards sustainability consistent with the ‘new’ business objectives. Multiuse platforms at sea (MUPSs) represent an interesting solution for development of marine infrastructures, including areas in which to start and develop various creative economic activities that are in harmony with the needs of environmental protection including renewable energy, sea shellfish farming, decarbonisation plants, tourism, and recreation. Particularly, the research activity focused on a deep literature review of offshore platform decommissioning and sustainable business model (SBM) in a CE context. This allowed us to access the sustainable business model canvas (SBMC), a conceptual tool that represents a holistic view of the different managerial multiuse options and their social and environmental impacts. Besides, to test the SBMC, we adopt an empirical analysis by semi-structured questionnaires given to a sample of stakeholders in the decommissioning industry. The methodology was enriched by interviews with key informants to better investigate the business ecosystem and the feasibility of decommissioning applied to the case of an Italian offshore platform located in the Adriatic Sea. This article aims to contribute to supporting SBMs development following a holistic approach in relationship with all stakeholders and propose a multi-criteria decision-making analysis for evaluating and comparing alternative decommissioning options

Customer e-Loyalty in Online Retailing: Testing a Measurement Scale

Research aim: In recent years, the interest for the activities aimed to nurture a strong relationship among retailers and their customers have increasingly intensified, especially in digital environments. Recently those activities have seen their relevance increased by the growing positive impact of COVID-19 pandemic on online retailing. Working on existing customers rather than capturing new ones is the new imperative for retailers, even if we refer to online platforms, obviously without underestimating the acquisition attempts of new customers. The aim of this study is to test a conceptual model of measurement for Customers e-Loyalty (CeL) in digital context in order to evaluate its impacts on digital retailers (e-commerce retailers, e-banking retailers, e-service providers). Methodology: it has been adopted a component-based Structural Equation Modelling (SEM) on a sample of Italian digital users, who makes online purchases prevalently on Amazon in order to test the CeL scale of measurement as a conceptual (meta) model. A structured questionnaire has been administered online to the consumers through Google Forms. Findings: The study has permitted to get some counterintuitive evidence related to the process of formation of customer loyalty in digital context. The trust isn’t a determinant of CeL and the affective loyalty doesn’t impact any of the elementary dimension of CeL, nor impacts on conative loyalty. Finally, the model has been able to better capture the impact of the individual dimensions of CeL on its outcomes (price sensitiveness, intentional SOW, e-WOM). Theoretical implication and originality: Propose a reliable customer e-loyalty measurement scale in online retailing. The statistical assessment of this conceptual model will permit, in the middle term, also to measure the CeL in several other retailing industries. Furthermore, in a next step, this investigation, could be extended to other geographical settings. Managerial Implication: the better understanding of the relationships among the latent variables and outcomes in the model might encourage the online retailers to figure out appropriate course of actions to win customers’ commitment and satisfaction and to provide better services in order to create a loyal customer base in a digital context

Corporate Social Responsibility and Social Report: A Case Study in the Basque Country

This chapter illustrates the case of the Spanish company Telefónica SA, a world leader in the telecommunication industry. The main research question is to understand if social responsibility can play a main role in an uncertain scenario. Or better, understand how Corporate Social Responsibility (CSR) can be organized, managed, and measured to be considered a sustainable choice detached from any greenwashing policy. In terms of the socioeconomic environment with the combination of external social and economic conditions that influence the operation and preformation of an organization, the company should be a system not only capable of generating profits but at the same time contributing to society and environmental protection, integrating social responsibility as a strategic investment in the framework of their competitive strategy, in their management tools and their operations. The analysis of this case study aims to offer a model of CSR analysis and measurement tools such as the social report for managers who will have to face the important challenges of sustainable growth in compliance with the 2030 Agenda and SDGs paradigm (Sustainable Development Goals)

Marketing Performance Measurement in FMCG Share of Wallet in Italian Retail Industry

Recent years, the Marketing Science Institute considered marketing performance measurement (MPM) a priority in marketing research and managerial practice. Several contributions on the same topic have been proposed in literature. The ability to measure the marketing performance is considered, a cognitive gap that determined a decrease of marketing relevance within firm and organizations. On the basis of relevant literature on retailing and an explorative case study, it will be proposed a conceptual and pragmatic model to investigate MPM for a consumer goods retailer. The model is aimed to identify antecedents of “share of purchase”, “share of wallet” and “share of visit”. An early test of the model has been carried out on two Italian leading chains: Superò, a master franchisee of SMA Spa (owned of 27 small supermarkets under control of the French Auchan Group) and Decò-Multicedi (the Group is a multi-channel company based on network of 5 Ad Hoc cash & carry centers, 253 Decò outlets and 3 Ayoka pet shops) located in Campania Region

The Impacts of Bibliometrics Measurement in the Scientific Community A Statistical Analysis of Multiple Case Studies

In recent years, statistical methods such as bibliometrics have increasingly intensified to analyse books, articles, and other publications. Bibliometric methods, as techniques to measure the information distribution models, are frequently used in the field of information science and social research. The main purpose of this article is to offer scholars a general framework for the comparison between positive and negative aspects of bibliometrics, on the methods and tools used. Therefore, both the strengths and the critical points will be highlighted, to obtain a complete and detailed overview of the entire argument. In the methodological part, a bibliometric analysis will be applied to various case studies, such as with the Generalized Error Distribution, analysing and commenting on the data, and using the Bibliometrix software. The results suggest that in the future there will be greater consolidation of bibliometrics, as the introduction of increasingly advanced technologies will create new tools and methods characterized by a high degree of automation and speed

The Role of Oil and Gas Offshore Platform Reconversion in Creating Artificial Reefs

In recent times, decommissioning of offshore platforms has become an even more discussed topic, for its relevant environmental, social, and economic repercussions. In particular, by carrying out economic considerations, all the divestiture possibilities applicable to an offshore platform and the relative sustainable business models (SBMs) will be analyzed in a wide framework of the circular economy and sustainable principles. In this scenario, sustainable decommissioning (SD) of offshore platforms process refers to multidimensional and interdisciplinary challenges, which requires a deep understanding of technical, legal, economic, financial, social, and environmental variables. The decommissioning of these structures is an issue that has gained a great deal of international attention and will require in the next years an open dialogue and exchange between institutions, oil and gas companies, enterprises, and the environment

Effective Factors in Selecting Purchasing Channels for Cosmetic Products in Iran

This paper provides an in-depth analysis of the key effective factors in selecting purchasing channels for cosmetic products. The purpose of this research is to investigate customer perceptions of cosmetics shopping. By synthesizing insights from prior research, this research develops a conceptual model by integrating innovations diffusion theory and theory of perceived risk to apply in preference to online shopping. 435 questionnaires were gathered, and data were analysed with the partial least squared structural equation modelling (PLS-SEM) method. The results show that online channels are the most popular purchasing channels for cosmetics and clarify the most significant factors that lead to cosmetic online shopping

Sustainable Decommissioning of Offshore Platforms: a Proposal of Life-Cycle Cost-Benefit Analysis in ItalianOil and Gas Industry

The decommissioning of offshore Oil & Gas platforms, at the end of their life cycle, has been a very controversial topic in recent years. Moreover, the decommissioning complexity increases if we consider a shift towards a linear economy to a circular one. The latter pushes to innovate business models and re-configure the value chain activities in a sustainable way. Starting from these considerations, this work aims to identify a cost-benefit model suitable for evaluating sustainable business models of offshore platforms. After a literature review of different models for analysing maintenance and decommissioning Real Options (ROs), the Life-Cycle Cost-Benefit (LCCB) analysis has been selected as the most adequate managerial tool for evaluating and comparing the Net Present Value (NPV) of platforms compared the maintenance and decommissioning costs. The LCCB tool could aid the managers in the oil and gas industry to quantify the decommissioning and maintenance costs including capital expenditure (CapEx) and risk expenditure (RiskEx). In the future steps, to test the LCCB model, an empirical analysis could be carried out on a sample of organizations interested in the sustainable decommissioning of offshore platforms