Measuring and maximizing customer equity: a critical analysis

Customer equity, the asset value of customers, can be measured using different aggregate- and disaggregate-level approaches. The authors compare how customer equity is measured and maximized under various approaches. We find that, in the disaggregate-level approach, customer lifetime value is maximized by implementing customer-level strategies such as optimal resource allocation, purchase sequence analysis and balancing acquisition and retention spending. At the aggregate-level, improving the drivers of customer equity maximizes customer equity. A comparison of different aggregate approaches shows that, while an emphasis on retention is a common feature across approaches, conceptual differences in terms of accounting for existing customers and prospects, acquisition, and the projection period exist across the different approaches. The authors propose a hybrid approach, which addresses the issues and challenges in existing approaches and helps firms to measure and manage customer equity.

Did efficiency of Indian public sector banks converge with banking reforms?

This paper examines the issue of convergence of efficiency levels among Indian public sector banks (PSBs) during the post-reforms period spanning from 1992/1993 to 2005/2006. The empirical results indicate that the majority of PSBs have observed an ascent in technical efficiency during the post-reforms years. Further, the inefficient PSBs have been noted to be catching up with the efficient ones. That is, the banks with low level of efficiency at the beginning of the period are growing more rapidly than the highly efficient banks. In sum, the study confirms a presence of convergence phenomenon in the Indian public sector banking industry.

Impact of perceived value on the online purchase intention of base of the pyramid consumers

Despite the voluminous purchasing power of the consumers at the base of the pyramid (BOP), substantial research has not been carried out on their online buying behaviour. This study investigates the factors that trigger the online shopping intention of BOP consumers. We conducted semi-structured in-depth interviews with 52 BOP respondents from India. Our thematic analysis indicates four perceived benefits and five sacrifices influencing BOP consumers' perceived value for online purchases, subsequently determining their adoption behaviour. As a novel contribution to the literature, this study unfolds several unknown factors that motivate/demotivate BOP consumers to buy online using the Value-based Adoption Model (VAM). The findings of this study will help e-commerce marketers enhance BOP consumers' usage intention toward online purchases.     

Tourism demand modelling: some issues regarding unit roots,co‐integration and diagnostic tests

This paper investigates the all important issue of diagnostic tests, including unit roots and cointegration, in the tourism demand modelling literature. The origins of this study lie in the apparent lack in the tourism economics literature of detail concerning the diagnostic test aspect. Study of this deficiency has suggested that previous literature on tourism demand modelling may be divided into two categories: the pre‐1995 and post‐1995 studies. It was found that the pre‐1995 and some post‐1995 studies have ignored unit root tests and co‐integration and, hence, are vulnerable to the so‐called ‘spurious regression’ problem. In highlighting the key diagnostic tests reported by post‐1995 studies, this paper contends that there is no need to report the autoregressive conditional heteroskedasticity (ARCH) test, which is applicable only to financial market analysis where the dependent variable is return on an asset. More generally, heteroskedasticity is not seen as a problem in time‐series data. However, the reporting of a greater than necessary range of diagnostic tests — some of which do not have any theoretical justification with regard to tourism demand analysis — does not diminish the precision of the results or the model. This paper should appeal to scholars involved in tourism demand modelling. Copyright © 2003 John Wiley & Sons, Ltd.     

Re-examining the “twin deficits” hypothesis: evidence from Australia

This paper re-examines the relationship between fiscal imbalances and net foreign borrowing. A general analytical approach is first developed which suggests that, other things equal, a rise (fall) in any advanced economy’s fiscal deficit should be fully matched by a rise (fall) in its net foreign borrowing, in accordance with the so-called twin deficits hypothesis. In the case of Australia, one of the world’s largest foreign borrower economies for its size, empirical estimation yields the novel result that Australia’s consolidated budget imbalance and its foreign borrowing were approximately twinned on the basis of quarterly data for 1983–2009, when Australia’s exchange rate floated and international capital mobility was high. This result is consistent with the conceptual framework and suggests that fiscal policy is likely to be ineffective as an instrument for influencing the real economy.     

What Really Leads to Partner Relationship Management? A Review of Literature

This research article aims at providing a comprehensive overview of the Partner Relationship Management (PRM) domain through an exhaustive literature survey. Current scenario, definitions/perspectives, breakdown of studies by nation, PRM as a software application, the need for PRM, the process of developing partner relationships, and major models, along with major defining constructs and other major insights, have been summarized in the area of partner relationship management using content analysis. The focus is on bridging the gap in the existing academic literature by providing a comprehensive compilation of partner relationship management literature inclusive of B2B and B2C scenarios for future researchers. A list of select premier academic databases has been used to identify the relevant research papers in the domain. This article will help in reducing the time and efforts of researchers by quickly providing a comprehensive view of the PRM literature.     

Diversification in Indian Agriculture toward High‐Value Crops: The Role of Small Farmers

Diversification by small farmers toward high‐value crops (fruits and vegetables [F & V]) that can raise farm incomes significantly has always been in question because of several reasons such as diseconomies of scale and lack of access to inputs such as capital and information. We present evidence that in India diversification toward high‐value crops exhibits a pro‐smallholder (rather than anti‐smallholder) bias. The smallholders however play a proportionally larger role in vegetables than in fruits cultivation. These patterns are consistent with simple comparative advantage‐based production choices. Even with small landholdings if labor endowments are high, such farmers diversify toward F & V. Though fruits cultivation is also labor intensive relative to cereals, it is less so relative to vegetables. Greater capital intensity implies a comparatively important role of credit in fruits. The results are robust to several tests on specification including those related to self‐selection. Chez les petits exploitants agricoles, la diversification en faveur de cultures à valeur élevée (fruits et légumes) permettant d’accroître considérablement le revenu agricole a toujours été remise en question pour diverses raisons, notamment les déséconomies d’échelle et le manque d’accès aux intrants comme le capital et l’information. Dans le présent article, nous montrons qu’en Inde, la diversification en faveur de cultures à valeur élevée semble plutôt favorable que défavorable aux petits exploitants agricoles. Toutefois, les petits exploitants sont proportionnellement plus présents dans la culture maraîchère que dans la culture fruitière. Ces observations concordent avec les choix d’une production fondée sur les avantages comparatifs. Même dans le cas des petites exploitations, lorsque les besoins de main‐d’?uvre sont élevés, elles se tournent vers les cultures fruitière et maraîchère. Bien que la culture fruitière soit une activitéà forte intensité de main‐d’?uvre comparativement à la culture céréalière, elle l’est moins que la culture maraîchère. L’intensité de capital élevée de la culture fruitière signifie que le crédit joue aussi un rôle important. Les résultats de plusieurs tests de spécification sont robustes, y compris ceux liés à l’auto‐sélection.     

A novel hybrid multi-criteria method for supplier selection among SMEs on the basis of innovation ability

Today, small and large business houses operate collaboratively for the efficiency in the functioning of supply chains. Larger organisations mostly depend on small companies to supply majority of its components and thus they need to be careful while selecting their suppliers. Small organisations performing innovatively and supplying technologically upgraded as well as quality products at a cheaper rate can be a boon for the larger enterprise. This study develops a model for evaluating and selecting small firms as suppliers on the basis of their innovativeness. Best–Worst multi-criteria method is used to rank criteria of innovativeness and also to calculate their weights on the basis of expert opinion. Fuzzy TOPSIS methodology is used to rank the suppliers with respect to these criteria and finally select the best supplier among the available alternatives. A real-world application is illustrated by taking a case of auto component manufacturer and its seven suppliers, 5 main criteria and 23 sub-criteria are taken up for the study.

Abbreviations: AHP: analytical hierarchal process; ANP: analytical network process; DEMATEL: decision-making trail and evaluation laboratory; EMS: environment management system; ELECTRE: ELimination Et Choix Traduisant la REalité (elimination and choice expressing reality); FPIS: fuzzy positive ideal solution; FNIS: fuzzy negative ideal solution; ISM: interpretative structural modelling; PROMTHEE: preference ranking organisation method for enrichment evaluation; SME: small and medium enterprises; TOPSIS: technique for order preference by similarity to ideal solution; QFD: quality function deployment; VIKOR: VlseKriterijuska Optimizacija I Komoromisno Resenje; SP1; SP2; SP3; SP4; SP5; SP6; SP7: Various suppliers used as alternatives     

Entry-timing,business groups and early-mover advantage within industry merger waves in emerging markets: A study of Indian firms

Merger waves are periods of intense and concentrated merger activity which exhibit a wave-like pattern. Drawing upon the resource-based view, we examine the timing of entry and early-mover advantage within merger waves. Following a robust simulation-based methodology of wave analysis, we identify merger waves in eight industries during the time period 2000–2014. Firms affiliated to business groups were found to be early movers. A higher degree of internationalization is also associated with early movement of a firm. Within business groups, their multi-entity character is positively associated with early entry whereas their board interlock was negatively related with entry-timing. Further, early moving acquirers reap superior post-acquisition performance, thereby suggesting that early-mover advantages exist within merger waves.