Managing your most loyal customer relationships

Conventional wisdom regarding customer relationships suggests that a company should strive to deepen the loyalty of its customer base. While multiple approaches have been suggested, each approach advocates moving a subset of the customer base from one level of affinity (e.g., neither satisfied nor dissatisfied) to a higher one (e.g., satisfied). While seemingly appropriate, this approach assumes that moving customers up to higher categories is important and should be the focus of a firm’s efforts. Instead, we recommend an approach that involves focusing a firm’s resources disproportionately on its most satisfied customers. This approach provides two major benefits relative to conventional approaches. First, it focuses a firm’s resources on a narrow segment of customers. Hence, it requires significantly less financial outlay and associated financial risk than any approach that is aimed at all or even a majority of customers. Second, as we demonstrate, the financial benefit from leveraging high satisfaction levels among a subset of the current customer base significantly exceeds the financial benefit of other strategies (e.g., moving customers up from neutral to satisfied). We present the results from two case studies that illustrate our main points and provide useful examples of how to leverage a firm’s highly satisfied customers.     

Sustaining Competitive Advantage Through Corporate Environmental Performance

This research investigates the relationship between a firm's environmental efforts and the sustainability of its competitive advantage by analyzing the effects of change in firm environmental performance on the persistence of profitability growth. We find that environmental resources allow a firm with superior financial performance to sustain its competitive advantage, and also complement the efforts of a poorly performing firm to hasten recovery from inferior financial performance. Our findings further indicate that firms attain such positive effects through enhanced profit margins resulting from improved environmental performance. Additionally, we observe that a corporate strategy of improving environmental performance demonstrates management's responsibility to maximize the shareholder wealth of a well‐performing firm. The results provide valuable insights to align environmental activities towards developing unique resources for sustaining the competitive advantage. The study provides an empirical support for creating economic value by benefiting the environment. Copyright © 2016 John Wiley & Sons, Ltd and ERP Environment     

中国光伏产业竞争性分析

石油资源的日益稀缺催生了新能源市场的不断发展,光伏产业未来有较大的发展空间,但是由于日趋激烈的产业内部竞争、较强的供应商和用户的讨价还价能力以及来自替代品和新进入者的威胁等原因,以光伏电池和组件为主体的光伏产业竞争激烈,获利能力较低,未来产业的健康发展需要政策的进一步引导。     

Technical and environmental efficiencies and best management practices in agriculture

An Input Distance Function (IDF) is estimated to empirically evaluate and analyse the technical and environmental efficiencies of 210 farms located in the Chaudière watershed (Quebec), where water quality problems are particularly acute because of the production of undesirable outputs that are jointly produced with agricultural products. The true IDF is approximated by a flexible translog functional form estimated using a full information maximum likelihood method. Technical and environmental efficiencies are disaggregated across farms and account for spatial variations. Our results show that there is a significant correlation between the two efficiencies. The IDF is used to compute the cumulative Malmquist productivity index and the Fisher index. The two indices are used to measure changes in technology, profitability, efficiency and productivity in response to the adoption of two selected Best Management Practices (BMPs) whose objective is to reduce water pollution. We found significant differences across BMPs regarding the direction and the magnitude of their effect.     

一种新型的孵化组织模式:创业基地

创业基地是孵化企业的一种新型工业组织模型.其发展的高级形态,是通过对入驻企业的孵化和理性地追求产业化,最终将创业基地打造成既拥有孵化基地和商务服务,又拥有风险投资和产业集团等多种业务的集团化企业.市场经济这只"看不见的手"总会不自觉地引导创业基地向兼营实业经营和资本运作的高级形态发展.     

The Impact of High Tech Production Techniques on Productivity and Profitability in Selected U.S. Manufacturing Industries

This paper examines the impact of high technology onmultifactor productivity and price-cost margins. Principal components obtained from five technologyvariables are related to multifactor productivityand price-cost margin. A negative and significantrelationship between price-cost margin and hightechnology methods when industry effects areexcluded, becomes insignificant in the industryeffects specification. The price-cost marginequations suggest that prior findings of a negativerelationship between profitability and hightechnology may result from omitting industryeffects. For multifactor productivity, there is apositive impact from high technology regardless ofwhether the specification includes industry effects.     

Capital flows,real exchange rate,and growth constraints in Mexico

Besides its well‐known problem of slow economic growth, Mexico’s recent evolution features both a sharp rise in the import‐intensity of economic activity – which may have tightened an external constraint on growth – and a persistent real appreciation of the peso – which may have created a profitability constraint. Adopting the approach of gap models and growth diagnostics, the paper contrasts the relevance of the external and the profitability constraints in Mexico after trade liberalization in the mid‐1980s. Although the trade deficit was pro‐cyclical, the three recent episodes of GDP growth acceleration were not accompanied by pressures in the foreign exchange market. Moreover, error correction models show that investment was highly responsive to the real exchange rate but largely unresponsive to foreign capital flows. The evidence supports the conclusion that investment was deterred by the low profitability of an uncompetitive real exchange rate, rather than by the external constraint.     

加强项目成本管控 提高企业盈利水平

把各项生产费用控制在计划成本的范围之内,降低工程项目成本,提高企业的经济效益,保证成本目标的实现。     

Bank–SMEs relationships and banks’ risk-adjusted profitability

This research investigates how SME performance, the typology of loans and the length and scope of relationships between small banks and SMEs affect the margin adjusted for the risk that each customer generates. After analysing 4285 firm-year observations from Finnish banks, the quality of a SME’s performance is found to be the major factor in explaining the risk-adjusted profitability of banks. However, the length and scope of a relationship and the loan dimensions also play an important role.