Multivariate statistics in industrial marketing management: A practitioner tool kit

Much published work over the years has pointed to the differences between business-to-consumer (B2C) and business-to-business (B2B) marketing. An undesirable by-product of this sometimes misdirected distinction is that managers working within B2B environments have generally not considered the use of what are seen as B2C techniques, such as multivariate statistical analysis. This article is structured in three parts. First, the argument for the similarities between B2B and B2C marketing is developed; second, three different multivariate statistical techniques are presented and combined to form a practical tool kit for use by B2B managers on strategic, operational, and tactical levels; and third, the results of an application of the techniques in the life science research chemicals industry is reported, demonstrating that the tool kit substantially enhanced managerial understanding of customer decision processes.     

Tasks and Organizations: A Signal Detection Model of Organizational Decision Making

This paper presents a mathematical model to study the joint impact of organizational design and of the task environment on the decision performance of hierarchical organizations with limited internal communication. The problem context is a special class of distributed situation assessment problems, where possible patterns of binary variables are to be classified on the basis of partial and noise-corrupted information. Structural properties of tasks and organizations are described using a graph formalism, and optimal decision strategies at all decision makers are determined. Organizational expertise is characterized in the form of a Team Relative Operating Characteristic (TROC) curve, thereby replacing the organization by an equivalent single decision maker. Implementing the model, issues of task decomposition and the process of matching organizations with tasks are discussed.     

Targets,indicators and milestones

Area-based initiatives are a major feature of the new public policy agenda of the Labour government in the UK. They are aimed at key policy goals of combating social exclusion and improving the operation of public services, through the encouragement of partnership and participation. However, the delivery of programmes has been heavily influenced by performance management and the use of targets, indicators and milestones to monitor activity. This is creating contradictory pressures on the managers and practitioners within programmes. These issues are discussed and their impact in one area-based activity (the Health Action Zones) is explored.     

Out-of-sample tests of forecasting accuracy: an analysis and review

In evaluations of forecasting accuracy, including forecasting competitions, researchers have paid attention to the selection of time series and to the appropriateness of forecast-error measures. However, they have not formally analyzed choices in the implementation of out-of-sample tests, making it difficult to replicate and compare forecasting accuracy studies. In this paper, I (1) explain the structure of out-of-sample tests, (2) provide guidelines for implementing these tests, and (3) evaluate the adequacy of out-of-sample tests in forecasting software. The issues examined include series-splitting rules, fixed versus rolling origins, updating versus recalibration of model coefficients, fixed versus rolling windows, single versus multiple test periods, diversification through multiple time series, and design characteristics of forecasting competitions. For individual time series, the efficiency and reliability of out-of-sample tests can be improved by employing rolling-origin evaluations, recalibrating coefficients, and using multiple test periods. The results of forecasting competitions would be more generalizable if based upon precisely described groups of time series, in which the series are homogeneous within group and heterogeneous between groups. Few forecasting software programs adequately implement out-of-sample evaluations, especially general statistical packages and spreadsheet add-ins.     

China: An Early Test for Obama

Global recessions can bring out the worst in treading partners. Plunging do- mestic demand in both China and the U. S. has left manufacturers in both coun- tries plagued with overcapacity. Ameri- can companies are now accusing their Chinese rivals of dumping products-     

The consumer-driven approach: can it pick up where managed care left off?

Managed care has failed and health care costs are once again out of control. Given the current political, social and economic environment, there are now two options: a single-payer health care system, or an aggressive and global employer health benefits redesign that strongly encourages consumer-driven behavior. This article discusses the failure of managed care and ways that employers can promote consumer-driven behavior now using available tools and plan provisions.     

Perceptual gaps and similarities in buyer-seller dyadic relationships

The research aims to develop a conceptual framework to explore dyadic relationships across a range of industries, involving firms of different size (Medium Sized Enterprise (MSE) suppliers and Multinational Enterprise (MNE) buyers). The purpose is to explore dyadic views of three different relationship durations, identify where perceptual gaps may exist at the various stages, and address these in order to improve relational exchange. A triangulated methodology is implemented with data initially obtained from fifty-four dyads. These findings suggest: a) similar views are associated with the performance and importance attached to four relationship dimensions measured, b) significant perceptual differences are more apparent in shorter term relationships, c) overall suppliers have stronger views of the relationship, and d) relationships may not necessarily follow a linear development path over time. Three case studies offer qualitative insights, several managerial implications are extracted, and a strategic matrix developed related to the management of different typologies of relationship exchange.