Identifying Key Customers for Novel Industrial Products

Managers responsible for novel industrial products seek to identify their most productive customers promptly, as a basis for deployment of marketing and development resources. Using a trial-and-adoption model, based upon invoice data from sales of novel industrial products over a five-year period, Richard Cardozo, David Smith and Madhubalan Viswanathan show that initial interpurchase interval (the time from initial purchase to first repeat purchase) identifies high-volume customers, no matter when they first purchased. In addition to demonstrating the usefulness of a trial-and-adoption model in analyzing purchases of novel industrial products, this study also describes for the first time four distinct purchase patterns for novel industrial products.     

Accelerating the Durable Replacement Cycle with Marketing Mix Variables

In many established product categories, a large component of sales is due to the replacement of existing units. Because of the long expected lifetime of durables, replacement decisions can often be postponed by the consumer. In light of this, one marketing strategy for manufacturers of such products may be to accelerate the timing of product replacement decisions for buyers planning to replace. In this article, Barry Bayus presents the results of his investigation of the effect of marketing efforts on shortening the replacement cycle. Such information can be used by new product managers to forecast more accurately long-term sales and to help decide when to introduce new products (e.g., with enhanced features). Using data on color television purchases, he shows that the marketing variables of price, advertising, new features and styling are related to the timing of discretionary replacements. Further, these data suggest that price has the most impact in accelerating replacement purchases.     

Changes in tourists’ perception of well-being based on their use of emotion regulation strategies during vacation

ABSTRACT

Based on the theoretical foundation of emotion regulation, this exploratory study aimed to examine changes in tourists’ perceived well-being and to determine whether these changes were due to use of emotion regulation strategies (ERSs) during their vacation. This study used travel diaries to record tourists’ use of ERSs on a daily basis, and also measured tourists’ perceived well-being one day before and after their vacation. Results indicated that tourists had significantly higher perceptions of well-being after vacation, and those who used ERSs were more likely to indicate a higher sense of well-being after vacation. The results provide new insight into which aspects of tourists’ subjective and psychological well-being can be boosted by taking vacations and how these aspects may be enhanced by using different ERSs.     

Reciprocity between soccer events and visited destination in a border context

ABSTRACT

The study proposes a conceptual model based on hypothesized relationships among team fanship, satisfaction with the event, and host city as antecedents of behavioral intentions in the United States–Mexico border context. The analysis used data from 290 visitors who attended three soccer games of the Xoloitzcuintles team of Tijuana. The results revealed (1) the emotions felt at the visited destination had significant influences on fanship, satisfaction with event venue, and intentional behavior; (2) fanship and event satisfaction do not seem to influence the visitors’ intentions to return and recommend the visited place; (3) gender and duration of the stay showed a significant moderating function.     

Drawing care: the illustrated journal’s “path to place”

ABSTRACT

Naturalists argue that the greatest threat to the natural world may be our “extinction of experience” with it. We know that place matters, but what can work to restore care between people and place? In this article, I will argue that illustrated journals can reinvigorate our experience with the world. By including text and image, science and art, illustrated journals incorporate different ways of knowing. Drawing draws us into the world as we pay attention to easily missed details. Writing complements drawing by providing a space for synthesizing or imagining about the observed. Like any skilled practice, journaling transforms our understanding of the world. My illustrated field journals began when I sensed that care for today’s world demanded more tools than what my training as an ecologist, alone, could offer. Illustrated journaling can begin with a few simple drawing and writing exercises – several of which I will describe in this article. As an immersive practice in place, the process of illustrated journals matters more than the product. Page by page, illustrated journals recognize the interpretive encounters so foundational to worldmaking and, in doing so, cultivate the deep attention to, and experience of, the world that is our first step toward care.     

Requests for zoo visitors to undertake pro-wildlife behaviour: How many is too many?

Recognising the potential conservation impact, zoos regularly ask their visitors to undertake pro-wildlife behaviour. This paper presents the results of two studies undertaken to address the question: how often during a visit should visitors be asked? Study 1 sought to a) determine individuals' personal thresholds and b) the point where the number of different behaviours requested began affect visitors' experiences. Study 2 sought the same, but focused on requests for the same behaviour. Results suggest that few respondents' personal thresholds were crossed (2.5% in Study 1 and 9% in Study 2). In neither study did many respondents (2.5% in Study 1 and 2.8% in Study 2) feel that the number of requests negatively affect their overall zoo experience. While there are caveats, we conclude that there appears little cause for concern about asking zoo visitors on multiple occasions to act in support of wildlife. Indeed, such requests may improve experiences.     

The regional wage gap in the Spanish hospitality sector based on a gender perspective

In this work we estimate human capital returns in the Spanish hospitality sector using an expanded version of the Mincer wage equation (1974). In addition, wage differences in the main tourist regions are quantified using the wage decomposition of Oaxaca (1973) and Blinder (1973) from a gender perspective. Using data from the 2006 Spanish Wage Structure Survey (Encuesta de Estructura Salarial), all the regions under analysis show lower education returns in the hospitality sector when compared to other private services. The same results are found for the other human capital variables used. There are significant differences in education returns between regions, especially in Catalonia and the Canary Islands. The main wage gap in the Canary Islands and the Madrid region is due to differences in returns in the observed variables, whereas in other regions most of the differences are due to the resources allocated. Furthermore, gender wage differences are found in all the regions. The largest estimated wage gap between men and women occurs in the Balearic Islands followed by Catalonia and the Community of Valencia. In contrast, equality between genders is greater in the Community of Madrid.     

Environmental scanning the future of event design

This paper used multiple sources of information in order to identify the forces likely to impact event design. Content analysis of key informant interviews and selected trade publication articles identified key forces impacting event design. Technology, the environment and green issues, security and safety, and globalization were forces identified by both the key informants and the trade literature. Neither of the sources gave much attention to political forces. This article contributes to our understanding of the forces impacting event design and suggests some environmental scanning methodologies that can be used with both key informants and the trade publication literature.     

THE WAGE-PROFIT RELATION WITHOUT CONSTANT RETURNS(1)

It is shown that well-known propositions of Sraffa concerning the relation between the wage and the rate of profits are not valid without the assumption of constant returns or some other restrictive assumption. The paper recognises a distinction between classical and marginalist methods of analysis but disputes the view that the pursuit of the classical method in value theory obviates the need to assume constant returns. It is argued, on the contrary, that the assumption of constant returns is necessary to the fruitful application of the classical method.