Counting Dropout Rate of Consumers: A Case Study of Durable Goods.

Customer buying behavior research has been a special research activity in industry due to its economic, social and developmental relevance. However, summary measures such as the total buying behavior per month provides little insight about individual level of shopping behavior. This research work   attempts to predict the percentage of customers’ churn of less than 10% using the data of some packaged goods that were collected within a specific period. The computational experience provides a string statistical evidence (p-value = 0.9928) for the use of proposed beta-binominal models as an effective statistical tools. It was estimated that at the end of thirty sixth months, only 25% of the customers is expected to achieve the targeted drop-out rate of less than 10%. In view of the industrial and commercial goal of reducing the rate of customers churn to less than 5%, the predicted percentage seems to be high as regards the packaged goods that were examined. Keywords:         Beta-Binominal Model, Maximum Likelihood Estimation, Dropout -Rate, Consumer Buying -Behavior

Digital Society Ecosystem Impact on Creative Industry

Industry 4.0 phenomenon has emerged since many technological breakthroughs developed in the past decades. Human well-being behavior are basically influenced by the digital technology. The current customers incline the need for customized products. This situation drive the production paradigm shift from the mass production to the individual production. This paradigm shift force companies to own more resources. Companies’ collaboration is a way to win the competition. Industrial revolution era bring the fact that dominant economic activity is coming from a strong business ecosystem. The major impact of digitalization is faced by the creative industries, an industry priority and a \u27laboratory\u27 for studying economic transformation and modern society. This paper will review the digitalization in industry 4.0 era, business ecosystem and society shift, and the digitalization impact on creative industry. Keywords Industry 4.0; business ecosystem; society shift; creative industr

The Theory and the Facts of How Markets Clear: Is Industrial Organization Valuable for Understanding Macroeconomics?

This paper examines what industrial organization economists know and don't know about how markets clear. It reviews the empirical evidence which shows that, at least for some industries, price behavior is peculiar with prices failing to adjust over long periods of time. The paper discusses several existing theoretical explanations for the peculiar behavior such as fixed cost to changing price information asymmetries and theories of dynamic oligopoly. The paper goes on to develop some new theories to explain the observed behavior. The new explanations rely heavily on the importance of a seller's knowledge of his customers and on the optimality of non-price rationing. The paper discusses what relation, if anything, macroeconomics has to industrial organization.

Marketing mix and TQM - compelmetary philosophies of companies sustainable development

The marketing theory started by questioning if is it science or art and finalized by declaring that ”marketing should be the philosophy of the company approach according with the needs of target market”. The tool for marketing strategies implementation is marketing mix (MMix) by the 4P or 5P. This mix of components offers the possibility of harmonizing the purposes of companies and customers. A new concept of Total Quality (TQ) has been developed and implemented, firstly by the industrial companies and later on by others (even public administration organizations). This approach is an integrative strategic philosophy and behavior, focused on TQ objectives and the adoption of a new managerial style – Total Quality Management (TQM). In our opinion the MMix and TQM are complementary philosophies to approach companies. The paper is an out come of a survey regarding the way the top management perceive MMix and TQM and how they are complementary.Marketing mix, TQM, philosophy, sustainable development

The influence of cognitive satisfaction on the relationship between salesperson presentation skills and customer's intention to repurchase

The application of sales presentation skills by the sales force during their interaction with customers in the sales situation can have a significant effect on customer intention to repurchase in the Malaysian Computer retail business. The purpose of this paper is to examine the relations between important sales presentation skills and the relative roles played by cognition in the development of customer satisfaction which will lead to customer’s intention to repurchase in a computer retail setting in Malaysia. This will then lead to increased benefits for the organization in the form of customer loyalty. The cognitive evaluation of customer satisfaction was found to explain customer’s intention to repurchase in a retail setting in the Malaysian market. This finding holds importance to those retailers who have been able to generate high expectations in the eyes of their customers

Process Evaluation Insights on Program Implementation

This white paper has the explicit intention to draw lessons learned from the past 30 years of energy efficiency program evaluation in order to facilitate improved program design and implementation going forward. The discussion in this white paper is developed based on interviews with 43 individuals who are either practitioners or users of process and market evaluation. In addition, we obtained references to published materials from our contacts and reviewed conference proceedings dating from 1992 to 2008, which resulted in a review of nearly 100 articles or reports documenting the results of, or commenting on, process and market evaluations

Value appropriation in business exchange: literature review and future research opportunities

Purpose – Value appropriation is a central, yet neglected aspect in business exchange research. The purpose of the paper is to generate an overview of research on active value appropriation in business exchange and provide the foundation for further research into value appropriation, as well as some initial guidance for managers. Design/methodology/approach – Literatures investigating value appropriation were identified by the means of a systematic review of the overall management literature. Findings – The authors provide an overview and comparison of the literatures and find that they apply diverse understandings of the value appropriation process and emphasize different mechanisms and outcomes of value appropriation. Research limitations/implications – Based on the literature comparison and discussion, in combination with inspiration from alternative business exchange literature, the authors propose four areas with high potential for future research into value appropriation: network position effects, appropriation acts and behaviors, buyer-seller relationship effects, and appropriation over time. Practical implications – Boundary spanning managers acting in industrial markets must master the difficult balance between value creation and appropriation. This review has provided an overview of the many managerial options for value appropriation and created knowledge on the effects of the various appropriation mechanisms enabling managers to secure company rents while not jeopardizing value creation. Originality/value – To the authors’ knowledge, this paper represents the first attempt at reviewing the management literature on value appropriation in business exchange. The authors provide overview, details, comparisons, and frame a research agenda as a first step towards establishing value appropriation as a key phenomenon in business exchange research.Chris Ellegaard, Christopher J. Medlin, Jens Geersbr

Investigating marketing of children's food stuff and methods of advertising in Iran

Marketing of food stuff to increase sale is possible with different methods. Capillary marketing is one of the most influential techniques in the issue of more sales in organizations especially in terms of selling food stuff. Food stuff should be sold in a short time due to the short durability. People who make better use of capillary marketing to supply their products and services can sell better and faster. Dependency of Iran's economy on oil incomes and affectability of such incomes from political, economic and international issues cause vulnerability and fragility of the economy. One of the ways of coping with this situation is developing new products that improves inland economic condition and causes an increase in non oil exports. Meanwhile, in addition to the role of food stuff in inland economic development, it can have a determining role in non oil export. Most of the families don't have financial ability to respond steamy needs of their children. Such children are just happy with watching colorful food and being influenced by messages they don't tend to traditional food. In fact, advertisements tell children what to wear play and eat. In this study we are going to discuss marketing of children's food stuff and its advertising methods in Iran. Mitra Zarea Nemati "Investigating marketing of children's food stuff and methods of advertising in Iran" Published in International Journal of Trend in Scientific Research and Development (ijtsrd), ISSN: 2456-6470, Volume-1 | Issue-4 , June 201