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1.
Dr. Jens Dibbern Prof. Dr. Armin Heinzl 《Business & Information Systems Engineering》2009,1(1):101-110
In this paper determinants of information systems (IS) outsourcing are deduced from transaction cost economic theory, resource-based
theory and power theory. They are summarized in a theoretical framework which is tested using a sample of small and medium
sized enterprises (SMEs) in Germany. The results show that internal performance and know-how deficits vis-à-vis external service
providers are key determinants that explain why different IS functions are outsourced to varying degrees in SMEs. Moreover,
the determinants of IS functions were found to partially differ between IS functions.
Revised reprint of an article from WIRTSCHAFTSINFORMATIK 43(4)2001:339–350.
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Armin Heinzl (Corresponding author)Email: |
2.
Roger R. Betancourt Monica Cortiñas Margarita Elorz Jose Miguel Mugica 《Quantitative Marketing and Economics》2007,5(3):293-312
This paper brings together two bodies of literature. One of them is a literature on the special role of the consumer in retailing.
The other one is the literature on customer satisfaction. This joining of literatures is accomplished by identifying distribution
services as outputs of retail firms and fixed inputs into the production functions of consumers and relaxing the standard
assumption that the demand for these services is always equal to the supply of these services. The result is a new conceptual
framework for the analysis of customer satisfaction in retailing. This framework extends the basic ideas on customer satisfaction
developed for manufacturing in a homogeneous single product setting to the heterogeneous multi-product setting relevant for
many retailers. The paper illustrates one approach to the implementation of this framework with data for a set of supermarkets
in Pamplona, Spain, that measure distribution services by asking consumers questions explicitly identifying these services.
The five main categories of distribution services identified by the conceptual framework and measured in the data are economically
important and statistically robust determinants of customer satisfaction with supermarkets. These results are obtained controlling
for other variables typical of the customer satisfaction literature and measuring customer satisfaction in a manner consistent
with that literature. The results are robust to corrections for sample selection and alternative estimation methods. Perhaps
our most interesting novel result is that the effect of the determinants of customer satisfaction on future purchase intentions
in the supermarket case is different when measured directly in a one stage process than when measured indirectly in a two
stage process through the attributes/satisfaction/ purchase intentions chain.
相似文献
Jose Miguel MugicaEmail: |
3.
The role of emotions is increasingly gaining attention as a central element in understanding customer evaluations of service
failure and recovery experiences. Despite the importance of emotions for service organizations, however, empirical investigations
of customers’ emotional response to service recovery encounters remain scarce. A reason for this has been the absence of a
valid and reliable measurement instrument for analyzing and comparing the emotions associated with different recovery experiences.
Addressing this issue, the current paper presents the development and validation of a new scale specifically designed to measure
experienced emotions during service recovery encounters (ESRE). The results show that the ESRE scale is a valid and reliable
instrument, which should be helpful for empirically studying the role of emotional responses to service failure and recovery
encounters.
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Klaus SchoeferEmail: |
4.
For traditional retailers the customer pool is largely bounded in space, whereas an Internet retailer can obtain customers
from a wide geographical area. We examine customer trials at Netgrocer.com, and drawing on studies in marketing and economics
conjecture that exposure spatially to proximate others (through direct social interaction or observation), can influence decisions
of those who have yet to try. Trials arise from utility-maximizing behavior and the model is estimated as a discrete time
hazard. The data span: (1) 29,701 residential zip codes, (2) 45 months of transactions since inception, and (3) zip code contiguity
relationships. The estimated neighborhood effect is significantly positive and economically meaningful.
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Sangyoung SongEmail: |
5.
This paper has three objectives: (1) to survey the relevant literature addressing the (apparent) paradox of Research & Development
investments carried out within Small and Medium Enterprises; (2) to provide focused summaries of the articles in this special
issue; (3) to draw some general conclusions in terms of policy implications.
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Peter VoigtEmail: |
6.
We study the consequence of moving from Customer Lifetime Value maximization to Customer Equity maximization. Customer equity has traditionally been seen as the discounted sum of the lifetime earnings from all current
and future customers and thus it has been largely assumed that maximizing customer lifetime value would lead to maximum customer
equity. We show that the transition from CLV to CE is not that straightforward. Although the CLV model is appropriate for managing a single non-replaceable customer, the application of a CLV model to the acquisition and valuation of customers as an ongoing concern for the firm leads to sub-optimal customer relationship
management and acquisition strategies. This leads the firm following a CLV maximization approach to have a smaller and less profitable customer base than one that follows a CE maximization strategy.
Electronic supplementary material The online version of this article (doi:) contains supplementary material, which is available to authorized users.
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Electronic supplementary material The online version of this article (doi:) contains supplementary material, which is available to authorized users.
Xavier DrèzeEmail: |
7.
Bas Donkers Peter C. Verhoef Martijn G. de Jong 《Quantitative Marketing and Economics》2007,5(2):163-190
Customer Lifetime Value (CLV) is one of the key metrics in marketing and is considered an important segmentation base. This
paper studies the capabilities of a range of models to predict CLV in the insurance industry. The simplest models can be constructed
at the customer relationship level, i.e. aggregated across all services. The more complex models focus on the individual services,
paying explicit attention to cross buying, but also retention. The models build on a plethora of approaches used in the existing
literature and include a status quo model, a Tobit II model, univariate and multivariate choice models, and duration models.
For all models, CLV for each customer is computed for a four-year time horizon. We find that the simple models perform well.
The more complex models are expected to better capture the richness of relationship development. Surprisingly, this does not
lead to substantially better CLV predictions.
相似文献
Martijn G. de JongEmail: |
8.
In this paper, we explore the impact of individualism and collectivism on three basic aspects of ethical decision making –
the perception of moral problems, moral reasoning, and behavior. We argue that the inclusion of business practices within
the moral domain by the individual depends partly upon individualism and collectivism. We also propose a pluralistic approach
to post-conventional moral judgment that includes developmental paths appropriate for individualist and collectivist cultures.
Finally, we argue that the link between moral judgment and behavior is related to individualism and collectivism.
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David B. AllenEmail: |
9.
Competing firms often use product lines to screen different types of customers. Examples include, in general markets, product
lines that screen the purchasing ability or preference for quality; in credit markets, product lines that screen the risk
of the projects with different collateral; in insurance markets, product lines that screen the risk of accident with different
coverage; and in labor markets, wage schedules that screen the employees’ abilities with different education levels. In some
of these markets there can be some natural quality constraints: a maximum available quality in general markets, no negative
collateral in credit markets; coverage not above 100% in insurance markets; minimum education level in labor markets. We present
sufficient conditions for the existence of a pure strategies equilibrium (in such markets) under differentiation and a continuous
distribution of customer types. We show that the equilibrium exists if there is a sufficiently high degree of differentiation
among firms. Furthermore, we show that this equilibrium involves, under certain general conditions, pooling of customer types
at the top and at the bottom of the distribution of customer types. The middle types may still be screened by the firms.
相似文献
J. Miguel Villas-BoasEmail: |
10.
Over the last decade and a half Customer Relationship Management (CRM) has developed into an area of major significance. However,
there is considerable confusion in the academic and managerial literature about what is meant by CRM and how if differs from
relationship marketing. Further, despite heavy investment by organizations in CRM, there is extensive reporting of CRM’s failure
to achieve anticipated results in the literature.
This article reviews the conceptual differences between CRM and relationship marketing and defines these terms. It argues
that, in many organizations, CRM failures have occurred through a lack of strategic focus. Key strategic issues are identified.
A CRM Strategy Matrix is presented which considers the strategic context of companies and the implications for the development
of their CRM strategies. Four alternative approaches towards building customer relationships are identified and migration
paths between them are reviewed. Implications for implementing CRM strategy and future research are discussed.
相似文献
P. E. FrowEmail: |
11.
Business Ethics Training: Insights from Learning Theory 总被引:1,自引:3,他引:1
John A. Weber 《Journal of Business Ethics》2007,70(1):61-85
This paper explores research in educational psychology and learning theory in a search for insights to enhance business ethics
training Useful educational principles uncovered are then applied to the development of an ethics training initiative for
sales professionals. The paper concludes with suggestions for future research to help enrich business ethics training.
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John A. WeberEmail: |
12.
Business students are confronted early in their academic careers with examples of questionable acts and practices related
to individual and corporate integrity. The current study identifies four segments of students with respect to their attitudes
toward unethical behavior and is one of the first known attempts to understand country corruption and its impact on students
of business. Findings from a worldwide survey of over 6,000 business students suggest that corruption does breed corruption
and that business students in more corrupt countries have a greater likelihood than their counterparts in less corrupt countries
to equate legal and ethical. It appears that business students in more corrupt countries expect to use the law as their ethical
gauge in business decisions.
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Victoria L. CrittendenEmail: |
13.
A heterogeneous survey sample of for-profit, non-profit and government employees revealed that organizational factors but
not personal characteristics were significant antecedents of misconduct and job satisfaction. Formal organizational compliance
practices and ethical climate were independent predictors of misconduct, and compliance practices also moderated the relationship
between ethical climate and misconduct, as well as between pressure to compromise ethical standards and misconduct. Misconduct
was not predicted by level of moral reasoning, age, sex, ethnicity, job status, or size and type of organization. Demographic
variables predicted job satisfaction and organizational variables added significant incremental variance. Results suggest
the importance of promoting a moral organization through the words and actions of senior managers and supervisors, independent
of formal mechanisms such as codes of conduct.
相似文献
Joel LefkowitzEmail: |
14.
Boris Holzer 《Journal of Consumer Policy》2007,30(3):281-301
Transnational corporations are often implicated in conflicts over environmental problems and human rights in developing countries.
As a result they become targets of both local and transnational campaigns. Given the lack of resources and influence of local
activists, campaigning groups often turn to consumer audiences abroad to pressurize a certain company or brand. That requires
agenda-setting and “framing” of the issues concerned in order to gain consumers’ attention. Local activists and campaigning
groups use the public sphere to call attention to allegedly dubious corporate policies and practices that lie behind the consumer
goods offered for sale in the Western world. Based on an analysis of the public discourse about the operations of the oil
multinational Royal Dutch/Shell in Nigeria in the year 1995, this paper suggests that once the corporation is framed as a
moral actor, it gets difficult for the corporation to deny its responsibility for human rights—even though the actual influence
of the corporation may be limited.
相似文献
Boris HolzerEmail: |
15.
Rodolfo Vázquez-Casielles Ana Belén del Río-Lanza Ana María Díaz-Martín 《Marketing Letters》2007,18(4):249-264
The conceptual model developed in this paper for the airline industry examines the relationship between quality of past service
performance and consumers’ responses to service failures (causal attributions, emotions and satisfaction). The empirical results
obtained indicate that for those consumers with higher perceptions of quality the causes underlying service failures are seen
as less stable and less controllable by the firm than the causes identified by consumers with lower perceptions of quality.
Attributions about the failure not only influence satisfaction directly but also moderate the effect of quality on satisfaction.
We also analyse the mediating effect of negative emotions on the relationship between service failure attributions and consumer
satisfaction.
相似文献
Ana Belén del Río-LanzaEmail: |
16.
The authors review the foundation for incorporating market concentration directly into consumer utility functions, and develop
a general equilibrium model to derive welfare-maximizing principles for optimal enforcement of antitrust policies toward concentrated
market structures, including merger policy. An intriguing result is that increased market concentration can fail to maximize
economic welfare even if a proposed merger might generate positive net efficiencies.
相似文献
Norman P. ObstEmail: |
17.
We provide evidence on the influence of expectations and network effects on the timing of technological adoption. By considering
a sample of SMEs operating in Italy, we focus on the determinants of their decision to adopt Fast Ethernet, a communication
standard for Local Area Networks (LANs). We find that both expectations and network effects significantly affect the timing
of adoption. In particular, price expectations generally tend to delay adoption and (indirect) network effects in the form
of backward compatibility as well as informational spillovers tend to foster adoption. Firm size also matters.
相似文献
Nicoletta CorrocherEmail: |
18.
Deli Yang Mahmut Sonmez Derek Bosworth Gerald Fryxell 《Journal of Business Ethics》2009,87(2):269-283
This paper identifies that Information and Communication Technology (ICT) has a negative effect on software piracy rates in
addition to consolidating prior research that economic development and the cultural dimension of individualism also negatively
affect piracy rates. Using data for 59 countries from 2000 to 2005, the findings show that economic well-being, individualism
and technology development as measured by ICT expenditures explain between 70% and 82% of the variation in software piracy
rates during this period. The research results provide important implications for policy makers and business practitioners
to help reduce software piracy.
相似文献
Gerald FryxellEmail: |
19.
We investigate the relationship between free-standing insert advertising style and coupon redemption. Results from two experiments
indicate that the propensity to clip a coupon can be enhanced by matching ad tone (emotional vs rational) to the nature of
a consumer’s primary motivation with respect to coupon usage. Moreover, this result appears to hold for consumers with both
procoupon and anticoupon inclinations.
相似文献
Michelle L. RoehmEmail: |
20.
Entrepreneurship and competitiveness dynamics in Latin America 总被引:1,自引:5,他引:1
This study analyses the relationship between entrepreneurial dynamics and the level of competitiveness in Latin American countries.
Based on a stage of economic development model, we demonstrate that Latin American countries under the model followed different
paths related to competitiveness. These different paths can explain the effect of specific competitiveness conditions on entrepreneurial
dynamics in Latin America.
相似文献
José Ernesto AmorósEmail: |