The impact of customer-specific marketing expenses on customer retention and customer profitability

We study the effects of customer-specific marketing expenses on customer retention and customer profitability in a business-to-business setting. Using data from a company providing hygiene services, we look at the impact of a hitherto unstudied type of expense targeted at individual customer relationships: the offering of free equipment to customers. The data allow tracking the activities performed in more than 4,500 customer relationships over a period of 4 years. Retention rates are higher for customers targeted with free equipment, but this effect results from an interaction with customer size. First-order dynamic panel data analyses show that the impact of targeted marketing expenses on customer dollar profit is positive for large customers, but there is no effect for smaller customers. Thus, targeted marketing expenses seem to be a tool for relationship maintenance rather than customer development: they help in retaining large customers that generate more profit, but they do not seem to work in developing new customers into larger, more profitable ones

Driver behaviour with adaptive cruise control

This paper reports on the evaluation of adaptive cruise control (ACC) from a psychological perspective. It was anticipated that ACC would have an effect upon the psychology of driving, i.e. make the driver feel like they have less control, reduce the level of trust in the vehicle, make drivers less situationally aware, but workload might be reduced and driving might be less stressful. Drivers were asked to drive in a driving simulator under manual and ACC conditions. Analysis of variance techniques were used to determine the effects of workload (i.e. amount of traffic) and feedback (i.e. degree of information from the ACC system) on the psychological variables measured (i.e. locus of control, trust, workload, stress, mental models and situation awareness). The results showed that: locus of control and trust were unaffected by ACC, whereas situation awareness, workload and stress were reduced by ACC. Ways of improving situation awareness could include cues to help the driver predict vehicle trajectory and identify conflicts

Is Large Lepton Mixing Excluded?

The original \bnum -(or $\bar{\nu}_{\tau}$-) energy spectrum from the gravitational collapse of a star has a larger average energy than the spectrum for \bnue since the opacity of \bnue exeeds that of \bnum (or $\nu_{\tau}$). Flavor neutrino conversion, \bnue $\leftrightarrow$ \bnum, induced by lepton mixing results in partial permutation of the original \bnue and \bnum spectra. An upper bound on the permutation factor, $p \leq 0.35$ (99$\%$ CL) is derived using the data from SN1987A and the different models of the neutrino burst. The relation between the permutation factor and the vacuum mixing angle is established, which leads to the upper bound on this angle. The excluded region, $\sin^2 2\theta > 0.7 - 0.9$, covers the regions of large mixing angle solutions of the solar neutrino problem: ``just-so" and, partly, MSW, as well as part of region of $\nu_{e} - \nu_{\mu}$ oscillation space which could be responsible for the atmospheric muon neutrino deficit. These limits are sensitive to the predicted neutrino spectrum and can be strengthened as supernova models improve.Comment: 20 pages, TeX file. For hardcopy with figures contact [email protected]. Institute for Advanced Study number AST 93/1

Identifying the neutrino mass spectrum from a supernova neutrino burst

We study the role that the future detection of the neutrino burst from a galactic supernova can play in the reconstruction of the neutrino mass spectrum. We consider all possible 3$\nu$ mass and flavor spectra which describe the solar and atmospheric neutrino data. For each of these spectra we find the observable effects of the supernova neutrino conversions both in the matter of the star and the earth. We show that studies of the electron neutrino and anineutrino spectra as well as observations of the neutral current effects from supernova will allow us (i) to identify the solar neutrino solution, (ii) to determine the type of mass hierarchy (normal or inverted) and (iii) to probe the mixing $|U_{e3}|^2$ to values as low as $10^{-4} - 10^{-3}$.Comment: 53 pages, 13eps figures. Substantial changes made, new results, figures and tables adde

Pléiades project: Assessment of georeferencing accuracy, image quality, pansharpening performence and DSM/DTM quality

Pléiades 1A and 1B are twin optical satellites of Optical and Radar Federated Earth Observation (ORFEO) program jointly running by France and Italy. They are the first satellites of Europe with sub-meter resolution. Airbus DS (formerly Astrium Geo) runs a MyGIC (formerly Pléiades Users Group) program to validate Pléiades images worldwide for various application purposes. The authors conduct three projects, one is within this program, the second is supported by BEU Scientific Research Project Program, and the third is supported by TÜBİTAK. Assessment of georeferencing accuracy, image quality, pansharpening performance and Digital Surface Model/Digital Terrain Model (DSM/DTM) quality subjects are investigated in these projects. For these purposes, triplet panchromatic (50 cm Ground Sampling Distance (GSD)) and VNIR (2 m GSD) Pléiades 1A images were investigated over Zonguldak test site (Turkey) which is urbanised, mountainous and covered by dense forest. The georeferencing accuracy was estimated with a standard deviation in X and Y (SX, SY) in the range of 0.45m by bias corrected Rational Polynomial Coefficient (RPC) orientation, using ~170 Ground Control Points (GCPs). 3D standard deviation of ±0.44m in X, ±0.51m in Y, and ±1.82m in Z directions have been reached in spite of the very narrow angle of convergence by bias corrected RPC orientation. The image quality was also investigated with respect to effective resolution, Signal to Noise Ratio (SNR) and blur coefficient. The effective resolution was estimated with factor slightly below 1.0, meaning that the image quality corresponds to the nominal resolution of 50cm. The blur coefficients were achieved between 0.39-0.46 for triplet panchromatic images, indicating a satisfying image quality. SNR is in the range of other comparable space borne images which may be caused by de-noising of Pléiades images. The pansharpened images were generated by various methods, and are validated by most common statistical metrics and also visual interpretation. The generated DSM and DTM were achieved with ±1.6m standard deviation in Z (SZ) in relation to a reference DTM.Airbus Defence and SpaceBEU/2014-47912266-01TÜBİTAK/114Y38

Affinity-restricted memory B cells dominate recall responses to heterologous flaviviruses

Memory B cells (MBCs) can respond to heterologous antigens either by molding new specificities through secondary germinal centers (GCs) or selecting pre-existing clones without further affinity maturation. To distinguish these mechanisms in flavivirus infections and immunizations, we studied recall responses to envelope protein domain III (DIII). Conditional deletion of activation induced cytidine deaminase (AID) between heterologous challenges of West Nile, Japanese encephalitis, Zika, and Dengue viruses did not affect recall responses. DIII-specific MBCs were contained mostly within the plasma cell-biased CD80(+) subset and few GCs arose following heterologous boosters, demonstrating that recall responses are confined by pre-existing clonal diversity. Measurement of monoclonal antibody binding affinity to DIII proteins, timed AID deletion, single cell RNA-sequencing, and lineage tracing experiments point to selection of relatively low affinity MBCs as a mechanism to promote diversity. Engineering immunogens to avoid this MBC diversity may facilitate flavivirus type-specific vaccines with minimized potential for infection enhancement

Value of EUS in Determining Curative Resectability in Reference to CT and FDG-PET: The Optimal Sequence in Preoperative Staging of Esophageal Cancer?

Background: The separate value of endoscopic ultrasonography (EUS), multidetector computed tomography (CT), and18F-fluorodeoxyglucose positron emission tomography (FDG-PET) in the optimal sequence in staging esophageal cancer has not been investigated adequately. Methods: The staging records of 216 consecutive operable patients with esophageal cancer were reviewed blindly. Different staging strategies were analyzed, and the likelihood ratio (LR) of each module was calculated conditionally on individual patient characteristics. A logistic regression approach was used to determine the most favorable staging strategy. Results: Initial EUS results were not significantly related to the LRs of initial CT and FDG-PET results. The positive LR (LR+) of EUS-fine-needle aspiration (FNA) was 4, irrespective of CT and FDG-PET outcomes. The LR+ of FDG-PET varied from 13 (negative CT) to 6 (positive CT). The LR+ of CT ranged from 3-4 (negative FDG-PET) to 2-3 (positive FDG-PET). Age, histology, and tumor length had no significant impact on the LRs of the three diagnostic tests. Conclusions: This study argues in favor of PET/CT rather than EUS as a predictor of curative resectability in esophageal cancer. EUS does not correspond with either CT or FDG-PET. LRs of FDG-PET were substantially different between subgroups of negative and positive CT results and vice versa

Toward a theory of repeat purchase drivers for consumer services

The marketing discipline’s knowledge about the drivers of service customers’ repeat purchase behavior is highly fragmented. This research attempts to overcome that fragmented state of knowledge by making major advances toward a theory of repeat purchase drivers for consumer services. Drawing on means–end theory, the authors develop a hierarchical classification scheme that organizes repeat purchase drivers into an integrative and comprehensive framework. They then identify drivers on the basis of 188 face-to-face laddering interviews in two countries (USA and Germany) and assess the drivers’ importance and interrelations through a national probability sample survey of 618 service customers. In addition to presenting an exhaustive and coherent set of hierarchical repeat-purchase drivers, the authors provide theoretical explanations for how and why drivers relate to one another and to repeat purchase behavior. This research also tests the boundary conditions of the proposed framework by accounting for different service types. In addition to its theoretical contribution, the framework provides companies with specific information about how to manage long-term customer relationships successfully