Research on customer classification based on logistic regression analysis

Customer classification based on the probability of customer churn was an important content of customer relationship management. The process of customer churn was analyzed by the logistic regression model. And this paper built a customer churn prediction model based on the analysis of customer＇s transaction data and the behavior pattern. Taking a domestic branch of China Construction Bank as an example, the paper forecast the defection of this commercial bank＇s VIP customers. And we can find that the method has a high accuracy rate and covering rate, and provide an effective measurement for customer classification.     

The Ideal Characteristics and Content of a Database and Its Useful Application in Improving the Effectiveness of Direct Marketing Campaigns

Direct marketing is now a well-known discipline and widely used in almost every industry all around the world. The mid to late 2000s saw a huge growth of direct marketing due to the development of technology and the increasing number of well-educated marketers（Tapp,2008）. According to the UK＇s lmtitute of Direct Marketing（as cited in Sargeant ＆West,2001,p.7）, Direct marketing is＂ the planned recording, analysis and tracking of customer＇s direct response behaviour over dme...in order to develop future marketing strategies for long term customer loyalty and to ensure continued business growth＂. As Tapp（2008） points out that database is the core of direct marketing. So what is a database in the field of direct marketing？ A definition is given by Tapp（2008,p.32）＂A marketing database is a list of customers＇ and prospects＇ records that enables strategic analysis, and individual selections for and customer service support. The data is organized around the customer＂     

Profit contribution analysis of credit card customers based on activity-based costing

Using activity-based costing （ABC） to allocate the cost of credit card business to different credit card customers can help managers improve information decision-making relativity of the cost of credit card business, overcome the deficiency of traditional method based on single standard, which can lead to more accurate calculation of the cost of credit card customers and more reliable analysis basis of contribution. Accurate calculation of credit card customers＇ contribution has great significance to identify excellent customers, provide different services, enhance customer satisfaction, and strengthen the core competitiveness and profitability of the credit card bank. The cost allocation steps of the credit card business by activity-based costing： divide cost centers based on credit card business processes; distribute credit card business resources to the cost centers by their drivers; then assign the credit card business cost in different cost centers to different customers in term of the cost drivers. On that basis, according to the revenue and cost information of the customers, the absolute value of credit card customers＇ profit contribution can be calculated by the contribution model. Finally the ratios of credit card customers＇ revenue items and cost items can also be calculated, which could be used to weigh customers＇ relative contribution in the whole credit card business and all credit card customers.     

Core decisional values and deciders demographic variables in Romanian organizauons

The present study attempts to build an exploratory model of leadership analysis, based on which the organizational leaders and managers can answer three critical questions for leadership practice： （1） Which are the core decisional values the top management should take into account when adopting critical decisions？ （2） Which latent attitudes （constructs or factors） might generate these values in CEOs＇ and followers＇ behavior？ （3） Do the latent attitudes differ with the respondents＇ gender, age and educational background？ The research belongs to the field of value based leadership theories. The data is collected from a sample of 94 CEOs and 599 direct followers from three complex fields of activity： mining and forestry, manufacturing and construction, respectively, services. The main outcomes are： （1） The most important decisional values should be （in order）： customer satisfaction, firm＇s profitability, product/service quality, sales volume growth and cost control; （2） These values are generated by the following latent attitudes （of CEOs and followers）： social responsibility for community and environment; ethical responsibility for minorities and women; market performance responsibility and, respectively, responsibility for employees and customers; （3） Market performance responsibility significantly differs according to respondents gender; social responsibility for community and environment significantly differs with respondents age, while both types of responsibility significantly differ according to respondents educational background. It seems that ethical responsibility for minorities and women and, respectively, responsibility for employees and customers are not influenced by respondents＇ demographic variables.     

The Analysis of Influencing Factors on Customer＇s Purchasing Decision-making

The success of marketing activities relies on whether the enterprise can attract customers to buy its products or not. It is important for developing marketing activity to understand the customer＇s purchasing behavior. This article researches the influencing factors of the complicated degree in customer＇s purchasing activity and the behavior, even repurchasing. Based on the study, it also makes some suggestions on marketing tactic.     

Designing Vehicle Form Based on Subjective Customer Impressions

Automotive body styling is determined by two key design elements： profile and form. In recent years, the authors have been able to quantify profile designs that embody consumer preferences and verify the effectiveness of these efforts. This study focuses on form, quantifying parameters like roundness and angularity in order to identify the relationship of these qualities to customer preferences. In order to fully understand the relationship between form as a whole （which consists of front, side, and rear elements） and consumer preference, 3D-CAD software and statistics are used to quantify form. An eye-tracking camera is then used to analyze line of sight and establish a cause-and-effect relationship between form and where customers focus their attention, and the desired insights are obtained. Keywords： automotive, designing vehicle form, 3D-CAD     

The Internet Banking Model and Comparative Study

The rapid development of information and communication technologies, with the Intemet being one of the most significant, is shaking the foundation of the banking industry. New business models in the banking industry are replacing outdated ones and organizations are rethinking business process designs and customer relationship management strategies. There are three prevalent Intemet models in the banking industry： （1） Net-only bank, also referred to as branchless or pure-play, where the customer obtains services via the Intemet without any face-to-face interaction with bank personnel; （2） Hybrid bank, also referred to as ＂brick-and-click＂, where a traditional bricks-and-mortar bank offers Intemet banking to its customers; （3）One-stop-shop, was founded by the universal bank, large-scale traditional banks or large-scale new entrants of financing, where the customer can obtain integrated financial services such as bank, security, insurance, trust, funds, leasehold, and so on. The paper reviews existing studies on the use of the Intemet in banking, and highlights three prevailing models and the strategic thinking behind them. Based upon comparative analysis of each models, the paper discusses a number of emerging tendencies and explores possibilities to reconcile the discrepancies among the three prevailing models.     

The relationship of customer complaints,satisfaction and loyalty： Evidence from China＇s mobile phone industry

Customer satisfaction and loyalty is subject to the influence of different types of customer complaints and will be with different results. In this paper, according to the hypotheses about the relationship of complaint, satisfaction and loyalty, a Structural Equation Model based on PLS （Partial Least 2 Squares） is built. By using the PLS Graph, these hypotheses are empirically tested by the data from China＇s mobile phone consumers. The study suggests that direct complaint should have a positive effect on satisfaction. However the degree of effect depends on the result of dealing with complaints. So the number of direct complaints should be controlled within the enterprise＇s ability of dealing with complaints. Meanwhile, comparing with directly complaining customers, indirectly complaining customers are more likely to repeat the purchasing and become loyal customers.     

Modularized customer-company interaction web systems in mass customization

Customer-company interaction web systems in mass customization （MC） environments provide an effective customization platform between customers and companies, which can transfer customer demand information to each production stage of the company quickly and precisely and better satisfy customer requirements. The development of MC is correlated with the web-based information system, but there is little literature on customer-company interaction web systems in MC environments. Moreover traditional customer-company interaction web systems in MC environments cannot be commonly used in different kinds of companies or different customization levels of a company. In this paper, based on a series of contributions in MC theory and the methods of MIS design, we present a modularized customer-company interaction web system configuration. The system is capable customized, which means different companies can select different customized modules.     

Applications of planned behavior theory on internet banking services adoption in Jordan： Structural equation modeling approach

Although banks are investing more into online banking innovation to be at par with the world information technology advances, the internet banking services adoption （IBSA） in Jordan is still lagging behind. This paper is concerned with an empirical investigation of factors that could predict successful IBSA in Jordan through the applications of planned behavior theory （TPB）. This theory suggests that three independent variables （exogenous）： attitude, subjective norm and perceived behavior control could have a direct impact on intention and indirect impact on IBSA. This study uses a questionnaire survey data of 517 Jordanian public university employees as customers of internet banking services. Confirmatory factor analysis （CFA） was performed to examine the composite reliability and convergent validity of the measurements, and the structural equation modeling （SEM） was used to evaluate the causal model. Results of the study demonstrate significant and positive direct relationships between attitude, subjective norm, perceived behavior control and behavior intention. Similarly, direct significant and positive linkages between attitude, subjective norm, perceived behavior control, behavior intention and IBSA were observed. However, behavior intention does not have a mediating effect on the three linkages （attitude, subjective norm and perceived behavior control） with IBSA. This study concludes that the original TPB has a strong predictive power to explain IBSA in Jordan.     

Customer loyalty and value key dimensions interaction in organization

In today＇s world, we can talk about mature markets which have different characteristics relative to past and customers＇ skill and strength and reduction advertisement effect on him/her are their main characteristics. Today, suppliers in industrial consumption goods market encounter with customers who have unlimited demand, but rarely would be effected with marketing conventional instruments. On the other hand, in the view of customer, market products don＇t have too much difference with each other in a way that if customer＇s product commercial brand is not available, he/she will simply replace another ＂brand＂ which shows customers＇ loyalty reduction. Nowadays, we can also see great tendency to value in the view of customer between management researchers, and this issue has been analyzed from different aspects. Value concept is one of the most usable ones in social sciences, generally, and in management literature, specially. The important problem is that value in the view of customer would be determined in the market, and with customer realization from what he processes and what he receives, not in the factory and with supplier wants and assumptions. Value is not what would be produced but is what customer gains. In this paper, the author tried to consider the concept of value and its dimensions, value determiner variable, customer and loyal customer, behavioral approach of loyalty and eventually, customer, loyalty and value key dimensions＇ interaction in organization.     

Design Patterns and Object-Oriented Models of a Civil Biometric Service System

The number of background and security checks in civil applications has increased dramatically in recent years. Most of those civil applications use the local and federal law enforcement agencies＇ databases. Because of the unpredictable civil application requirements and the development of new technologies, the biometric industry is apposite to use the design patterns and object-oriented analysis in developing and managing such dynamic and complex systems. This article presents the use of the design patterns as a common way to organize objects to make practical design decisions helping to generate flexible, manageable, and agile biometric software architectures. First, a conceptual model is presented modeling an Electronic Fingerprint Service （EFS） for civil applications based on object-oriented design. Then the model is demonstrated by applying design patterns and shows that the system can gain the flexibility and agility to expend and adapt to new biometric technologies and applications in an Electronic Biometric Service （EBS） system. Two cases are used to demonstrate the proposed method. This analysis and design interaction leads to the application of the design patterns by reusing the object created in the EFS model. The two case studies demonstrate how design patterns applied to the EBS model and show they can achieve flexibility and object reusability （agility） while maintaining the integrity and security of the main system model.     

Intention of Internet-based Customer Involvement in Product Development： A Conceptual Investigation

The paper develops an extension of Technology Acceptance Model （TAM） and puts forward the TAM-VCE conceptual model to explain the intention of intemet-based customer involvement in new product development （NPD）. The findings will help enterprises design Virtual Customer Environments accepted by customer.     

Analysis on enterprise strategy thought based on the valuation innovation

With the market competition becoming more severe than ever and more changes in customer demands, the traditional competitive strategy thought isn＇t fit for the needs of enterprise subsistence and development. This paper introduces the changed tradition based on the value innovation strategy analysis method as the basic point strategy thinking mode and uses the example to introduce specifically how to use this method to carry on the analysis for enterprise＇s strategy.     

Toward successful IC foundry venturing

The goal of this research is to analyze the evaluation criteria used by integrated circuit （IC） designers when selecting foundry service providers. With an MCDM model considering the aspects of technology, production, customer service and support, and manufacturing location, we interviewed managers and experts of Taiwan＇s IC design firms, using the AHP survey with 16 attributes, to determine the areas of top concern with respect to foundry evaluation criteria. In this study process technology has been found to be the most significant evaluation criterion in view of competitiveness in the customer market.     

Economic crisis： Using M ｜ G ｜ ∞ queue systems busy period to solve logistics problems in an organization

The recent economic developments in the world have shown how important it is to solve the logistics problems of machine failures in an expedite way. A model based on queues theory to solve these failures is presented. Using this model with M ｜ G ｜ ∞ queuing systems, customers arrive according to a Poisson process at rate A. Each of them receives, immediately after its arrival, a service whose length is a positive random variable with distribution function G（.） and mean value α. An important parameter of the system is the traffic intensity ρ =λα The service of a customer is independent of the services of the other customers and of the arrival process. The busy period of a queuing system begins when a customer arrives there, finding it empty, and ends when a customer leaves the system letting it empty. During the busy period, there is always at least one customer in the system. Therefore, in a queuing system, there is a sequence of idle and busy periods. For these systems with infinite servers the busy period length distribution is difficult to derive, except for a few exceptions. But formulae that allow the calculation of some of the busy period length parameters for the M｜ G ｜ ∞ queuing system are presented. These results can be applied in logistics （Ferreira, 2002; Ferreira, 2003; Ferreira, Andrade ＆ Filipe, 2009）. For instance, they can be applied to the failures which occur in the operation of an aircraft, shipping or trucking fleet. The customers are the failures. And their service time is the time that goes from the instant at which they occur till the one at which they are completely repaired. Here a busy period is a period in which there is at least one failure waiting for reparation or being repaired. The formulae referred allow the determination of measures of the system performance.     

Multi-valued Document Classification Based on Generalized Bradley-Terry Classifiers Utilizing Accuracy Information

Due to the development of computer network, a large amount of documents are treated in many fields. The number of digital document data stored in databases is enormous, accordingly it is difficult for analysts to read all documents and classify it by hand. Therefore, it is necessary to develop the technology of automatic document classification by using computers these days. From the above needs, many classifiers with good performance have been proposed, i.e., Relevance Vector Machine （RVM） and Support Vector Machine （SVM） that are known as good binary classifiers. For multi-valued document classification problems, it is known that a multi-valued classifier by combining several binary classifiers has a good performance. In this study, the method to construct an efficient combination of binary classifiers based on improving Generalized Bradley-Terry （GBT） model, which has high extensibility, is focused. This model is an expansion of Bradley-Terry （BT） model. Though the BT model has a limitation on combination of classes, the GBT model enables us to utilize any binary classifier which classifies into two arbitrary subsets in the class set. Generally, when several binary classifiers learn from the training dataset, there would be the difference of accuracy between these binary classifiers, due to the existence of categories that cannot be easily classified. However, the conventional method of multi-valued classification by GBT binary classifiers does not take the accuracy of each classifier into consideration. To avoid this problem, a new way of multi-valued classification method by considering each classifier＇s accuracy is proposed. The purpose of this study is to construct a good multi-valued classifier by calculating the accuracy of each classifier and utilizing it as the weight. In order to verify the effectiveness of the proposed method, the simulation experiment by using newspaper articles is conducted.     

Relationship among personality traits, leadership behavior, and job stress in nurses in Yunlin, Taiwan

This study probes into the relationships among personality traits, leadership behavior, and job stress in nurses in Yunlin, Taiwan. The major questions addressed are as follows： What model precisely portrays the relationships among personality traits, leadership behavior, and job stress？ Exploration of the causal pathways among these variables revealed a suitable model. A structured, self-administered questionnaire with three scales was distributed to the subjects. The questionnaires were submitted to 350 nurses and 284 questionnaires were completed accounting for a response rate of 81.1 percent. The data were analyzed by statistic analysis including frequencies, means, path analysis using computer program SPSS for windows 14.0 and LISREL 8.7. Results demonstrated a significant, direct, and positive effect of personality traits on leadership behavior, as well as a significant negative indirect effect of personality traits on job stress through leadership behavior was also revealed in the findings. All paths in the model were significant （P〈0.1）. After the analysis of LISREL, the suitability of the framework was fine and proved that the model was applicable for the research. The results of this study will be used as a reference to develop strategies for human resource management.