Budget allocation for customer acquisition and retention while balancing market share growth and customer equity

Following the Blattberg and Deighton (BD) model, we incorporate market share growth to explore links between acquisition and retention. We then devise a method for nonlinear programming using a spreadsheet to balance the objectives of market share growth in the short term and customer equity in the long term. The aim of this approach is to determine the optimal spending allocation for customer acquisition and retention and, by applying this allocation to the numerical example used in the original BD model, to balance these objectives. We demonstrate that the differential unit cost of marginal effects, ceiling rate, efficiency, and allocation of spending on acquisition and retention to achieve market share growth can maximize customer equity. We also develop a criterion to help firms decide where to place spending emphasis, that is, on retaining existing customers or on gaining new ones, while keeping the objectives of market share growth and customer equity firmly in mind.     

A supply chain network design considering transportation cost discounts

This study addresses an integrated facility location and inventory allocation problem considering transportation cost discounts. Specifically, this article considers two types of transportation discounts simultaneously: quantity discounts for inbound transportation cost and distance discounts for outbound transportation cost. This study uses an approximation procedure to simplify DC distance calculation details, and develops an algorithm to solve the aforementioned supply chain management (SCM) problems using nonlinear optimization techniques. Numerical studies illustrate the solution procedures and the effects of the model parameters on the SCM decisions and total costs. Results of this study serve as a reference for business managers and administrators.     

Factor endowments and trade of the United States and Taiwan: The Leontief paradox re-examined

The primary purpose of this paper is to re-examine the compatibility of the factor endowment theorem with the foreign trade of both the United States and Taiwan. The study presents evidence that the so-called Leontief paradox may be attributable to technological gaps and factor intensity reversals between the two trading countries. In addition, the conditions for existence of the paradox are generalized. A distinctive feature of this study is that the technologies of both countries are taken into account. The findings reveal that if one-sided technical coefficients, of either the United States or Taiwan, are used for the empirical tests, the Leontief paradox tends to result. The paradox is likely to disappear when the Leontief index is derived from the technical coefficients of both trading countries.     

The impact of internationalization on performance and innovation: The moderating effects of ownership concentration

Researchers in international business have long been interested in understanding the impact of internationalization on performance and innovation. However, prior studies of this research stream offer mixed results. This study contributes to this research stream by employing agency theory to investigate how ownership concentration affects the performance and innovation implications of internationalization. Specifically, we examine two primary effects of ownership concentration: the incentive alignment effect, proxied by the controlling shareholder??s cash flow rights, and the entrenchment effect, proxied by the divergence between control rights and cash flow rights of the controlling shareholder. Based on a sample of Taiwan??s publicly listed firms, we find that the incentive alignment effect moderates the relation between internationalization and performance and innovation positively and the entrenchment effect moderates the relation negatively. These findings shed light on the mixed results of the literature. In addition, most countries outside the United States and the United Kingdom have high ownership concentration; therefore, our results may be generalizable to other settings, providing insight into the role of corporate governance in internationalization.     

Application of Expectation Confirmation Theory to Consumers’ Impulsive Purchase Behavior for Products Promoted by Showgirls in Exhibits

Vendors and agencies rely on showgirls to promote their products or services. However, customers’ time and money available, cost savings, and increasing utilitarian motivation are their basic concerns. The model extended the expectancy confirmation theory (ECT) constructs (cost saving, utilitarian motivation, time available, money available, and impulsive purchase) to investigate customer impulsive purchases of products promoted by showgirls in exhibits. The study successfully found the precursors of impulsive purchase products promoted by showgirls in the exhibits with 445 data with Amos 18.0. Beyond the current impulsive purchase issue, the reasons for customers’ purchase without thinking include, in descending order: interaction with showgirls, promotions, the desire of purchase, and sensation seeking. Practical implications are presented, along with suggestions for future studies.     

A multi-item supply chain with credit periods and weight freight cost discounts

It is possible to realize considerable savings by aggregating the replenishment of a variety of items in a multi-item supply chain. This joint multi-item replenishment policy has already been widely applied in a variety of industries. This type of policy may make it possible for the retailer to take advantage of transport economies of scale by the utilization of freight discounts for greater weight. In addition, a supplier will often extend forward financing to a retailer. In this paper, a multi-item supply chain with a credit period and weight freight cost discounts is considered. The retailer bears the freight costs, but the freight carrier provides freight-transport discounts that are positively related to the weight of the cargo transported. From both the individual and the channel perspectives, we deal with the dual problems of determining the ideal supplier credit period, and of the best way for the retailer to make multi-item replenishment and pricing decisions, while still maximizing profits. We outline the optimal properties and develop algorithms for solving the problems described, as well as discuss the impact of the freight cost discounts, the inventory holding cost, and the interest rate on the behavior of both parties.     

The Tianjin economic-technological development area in China

This article considers the main stages (over the last 30 years) in the creation and functioning of the Tianjin economic development area, one of the most successful open zones for economic-technological development in China.     

A statistical treatment of the problem of division

The problem of division is one of the most important problems in the emergence of probability. It has been long considered solved from a probabilistic viewpoint. However, we do not find the solution satisfactory. In this study, the problem is recasted as a statistical problem. The outcomes of matches of the game are considered as an infinitely exchangeable random sequence and predictors/estimators are constructed in light of de Finetti representation theorem. Bounds of the estimators are derived over wide classes of priors (mixing distributions). We find that, although conservative, the classical solutions are justifiable by our analysis while the plug-in estimates are too optimistic for the winning player.Acknowledgement. The authors would like to thank the referees for the insightful and informative suggestions and, particularly, for referring us to important references.Supported by NSC-88-2118-M-259-009.Supported in part by NSC 89-2118-M-259-012.Received August 2002     

HRM retrenchment practices and firm performance in times of economic downturn: exploring the moderating effects of family involvement in management

A substantial number of studies have indicated a significant negative relationship between human resource management (HRM) retrenchment practices such as downsizing, and firm performance. However, a consideration of the potential effects of business family involvement in management is largely absent from the general employment restructuring literature. Using a sample of 218 Taiwanese publicly listed firms, this study seeks to further our understanding in this area by examining the moderating effects of family involvement in management on the relationship between the adoption of HRM retrenchment practices and firm performance during the period of global economic downturn that erupted in the middle of 2008. Data analysis reveals that HRM retrenchment practices had a negative influence on firm performance, and that the relationship between HRM retrenchment practices and firm performance was negatively and significantly moderated by family involvement in management.     

Internationalization and Auditor Choice

Prior research shows that internationalization increases information asymmetry and conflicts of interest between managers and outside investors, which lead to greater agency problems. Agency theory predicts a demand for higher quality auditors when agency problems are more severe. This study investigates whether the extent of internationalization influences auditor choice and whether audit quality has performance implications for internationalization. Using a set of U.S. firms from 2003 to 2009, we find the extent of internationalization positively related to audit quality. Furthermore, higher quality audits positively moderate the relation between internationalization and firm performance. Taken together, these results suggest that higher quality audit mitigates the agency problem associated with internationalization.