市场分割与区域创新溢出

通过估算2001—2016年29个省区市的市场分割指数,结合区域创新指数和区域经济特征数据,采用空间计量方法研究了市场分割对地区创新绩效的直接影响与间接影响。研究结果表明,整体上,区域技术创新存在显著的空间正相关关系,省份内市场分割的直接效应、省份间市场分割的间接效应以及两者的总效应对区域创新均表现出显著的抑制作用,并且本地市场分割对创新指数提升的抑制作用大于省份间市场分割的间接作用。     

Retail channel price discrimination

This paper examines price differentials of identical items across retail channels. Many consumer packaged goods are sold through both grocery and drug stores. Liquor is unique in that in much of the country there is a third retail channel of distribution, liquor stores. If consumers in each retail channel differ in their willingness to pay for certain items, then sellers can exploit those differences and charge different prices for the same items in each channel. We examine a unique data set of pooled cross sectional retail scanner data on wine to test whether sellers use retail channel to identify heterogeneous consumer market segments and engage in price discrimination. We begin by presenting a model of price discrimination by retail channel along with behavioural assumptions regarding shoppers in each channel. Next we examine sales by retail channel and find persistent price differentials for the same item across retail channel after controlling for sample selection bias and seasonality. Lastly, we estimate the price elasticity of demand correcting for endogeneity and find differences across channel consistent with the price differentials. The extent of price differential, however, differs significantly with respect to price point.     

工业锅炉煤改气客户细分模型及其应用——基于层次分析和熵权修正的模糊综合评价理论

煤改气是加快调整工业锅炉能源结构、改善大气环境质量的重要措施之一。燃气运营商欲开拓工业锅炉煤改气市场，应正确辨别终端市场客户的类别。从行业特性、企业特性、锅炉状况和客户开发潜力4个方面构建工业锅炉煤改气客户细分评价指标体系，用AHP－修正熵组合赋权方法确定评价指标权重，建立工业锅炉煤改气客户细分模型并开展应用。评价结果兼顾客观属性与主观偏好，符合客观实际，可为燃气运营商开展差异化管理，采取多元化营销模式提供决策依据。     

消费者生活方式与物质主义价值观的相关性研究

本文主要研究生活方式与物质主义价值观的相关关系。基于495位消费者的问卷调查数据，借助因子分析方法，探索出11个生活方式因子，利用这11个因子进行聚类分析，将调查样本划分为5个子市场。随后，用方差分析法分析得出结果：5个子市场在物质主义价值观上有显著性差异，并用最小显著差异法进行两两比较，确认了具有不同生活方式的消费者在物质主义价值观上的差别。     

A Segmentation of Volunteers at the 2013 Austin City Limits Music Festival: Insights and Future Directions

Volunteers at music festivals play a critical role in festival operation and success. As the music festival industry continues to grow, the ability for these large productions to effectively execute a large volunteer program is augmented. Volunteers from the 2013 Austin City Limits Music Festival were surveyed in regards to their self-image congruency, motivation, satisfaction, and intent to return as a volunteer at the festival. Analysis resulted in three distinct segments which has significant practical implications for festival management. Academic implications exist with the addition of self-image congruency and further discovery of volunteers in the festival and event industry.     

Reducing visitor car use in a protected area: a market segmentation approach to achieving behaviour change

This research uses a market segmentation approach to reducing transport-related environmental burdens from visitors, while maintaining economic benefit. The approach was tested in the Lake District National Park (UK). It aimed first to explore visitor transport behaviour using a social psychological framework, to understand what might best predict desired behaviour change (i.e. reduced visitor car use). Second, it developed and tested different types of marketing messages to reduce car use, based on persuasive communication theory, establishing marketing propositions appropriate to different visitor types and market segments. Third, it identified market segments with both a high propensity towards positive behavioural change and the highest economic contribution to the destination. The work is based on Ajzen's Theory of Planned Behaviour and on persuasive communication. Three hundred and ninety completed questionnaires were obtained. The paper emphasises the importance of context in successful communication to influence behaviour and shows that a market segmentation approach to behavioural change can be successful. Complex patterns of visitor mobility and modal choice emerge. For example “New Explorers” and “Familiar Families” are most likely to reduce their car use (45% and 48% respectively) and less likely to perceive this as difficult.     

Quality of service and segmentation in the MICE industry: An approximation based on fuzzy logic

This article aims to evaluate the service quality experienced at academic conferences held at the Universidad Técnica Particular de Loja in Ecuador. Our approach is based on fuzzy logic and ideal solutions to calculate a global attendee satisfaction index for specific market segments: Gender, nationality, and age. Current literature on the service quality experienced by conference attendees is still scarce. Our results show that the analyzed segments experience varying levels of satisfaction, and that the more influential attributes to each of them are also different. Our results can be applied to improve the competitiveness of Loja and that of Universidad Técnica Particular de Loja.     

Profiling the ageing wellness consumers in the retailing context

In the context of retailing, ‘wellness consumption’ cannot be defined by a product or service category, but by shopping motives. As previous research strongly suggests our consumption patterns to be influenced both by age and generational effects, in the current study we explore the wellness orientations of consumers at different ages/belonging to different generations as they manifest in everyday practices, especially in the context of retailing. Drawing on that, we aim to shed light on implications of the population ageing on retailing-related wellness industry. The main focus is on Baby Boomers. Starting with a random sample of 18–75-year-olds (N=1600), we extracted six dimensions connected to different aspects of wellness. Next, the dimensions extracted among aged 18–75 and 55?64 were fed into respective cluster analyses which both yielded seven segments. The differences in the composition of wellness dimensions indicate that age-/generation-specific segmentation is warranted and will return in more accurate estimations of the market potential and more targeted marketing activities. Examination of the parallel typologies enabled us to gain a broader understanding of differences between generations. There was an obvious age-/generation-based pattern in the cluster memberships in the 18–75 sample, all clusters offering different opportunities for the wellness market.     

Students' summer tourism: Determinants of length of stay (LOS)

Studies scrutinizing the economic aspects of student tourism at the micro-level are rare in the literature. Set against this background, the present study examines the variation in a sample of Norwegian students' length of stay at summer vacation destinations in 2014. Three estimation methods – an OLS regression model, a Weibull survival model and a zero-truncated negative binomial regression model – provide qualitatively similar results regarding how a number of determinants affect length of stay. In particular, the results show that daily trip costs, booking time, tourism and trip motives, trip month and gender explain much of the variation in length of stay. Of special interest is the comparison of two segments differing on when trip duration is determined: the “pre-fixed” returners (75% of the sample) and the “open” returners (25%). In this regard, the results suggest that the “open” returners stay longer on their trips than the “pre-fixed” ones. Finally, the study provides some implications for future length of stay research.     

Unpicking antecedents of CRM adoption: a two-stage model

Most CRM work focuses on consumer applications. This paper addresses the operational adoption issues facing the organisation deploying CRM practices. There are a plethora of challenges facing organisations when adopting CRM. Previous research is limited to either examining the CRM adoption process at an individual/employees level or an organisational level. Hence, in this paper the myriad of organisational, marketing and technical antecedents that seem to impinge upon employee perceptions and organisational implementation of CRM are structured in a two-stage model. Using a stratified sample of 10 organisations across 4 sectors, 7 hypotheses are tested on data collected from 301 practitioners. A two-stage model is analysed using structural equation modelling. Findings reveal that CRM implementation relates to employee perceptions of CRM. This paper deepens our understanding of organisational practices to adopt CRM, so as an organisation properly profits from the expected benefits of CRM.