Managing the Quality of Marketing Data: Cost/benefit Tradeoffs and Optimal Configuration

A large majority of work in database marketing deals with what to do with data when it is available. This paper focuses on an aspect of data that has not been visited frequently in the database/interactive marketing literature—managing the quality of data resources from a profit point of view. While costly to achieve and sustain, high data quality is essential for effective database marketing. The notion that “more is better” very often prevails in data quality management decisions, essentially with very little consideration, if any, of cost. This paper suggests that data quality management decisions should be driven by considerations of cost–benefit tradeoffs and profit maximization. It specifically addresses data quality decisions which are highly relevant in the database marketing area: the subset of data records managed, reflecting time-span coverage, and the targeted quality levels in this subset. Decisions of these types are routinely made based on satisfying technical and functional requirements. In this study, we propose a model that quantifies the benefits and the costs associated with these decisions, and permits optimizing them from a profit maximization standpoint. The paper describes the model development, discusses its implications for data quality management decisions, and highlights its potential contributions with illustrative examples.     

Implementing a Market Orientation in Small Manufacturing Firms: From Cognitive Model to Action

Using in-depth interviews of the CEO/Presidents of 21 small manufacturing firms, this research explored how leaders with a high market-oriented cognitive model have intentionally pursued the implementation of that model and how their activities differed from leaders with a low market-oriented cognitive model. Results indicated that leaders in high market-oriented organizations appeared to be working from cognitive models that reflected market-oriented values, and norms consistent with those suggested by Homburg and Pflesser. Additionally, results indicated strong consistencies across firms in the mechanisms used by leaders to implement their high market-oriented cognitive models and different but equally strong consistencies in the mechanisms used by leaders to implement their low market-oriented cognitive models. Structurally, high market-oriented leaders expressed less departmentalization than low market-oriented firms, used some form of internal customer/supplier networks, had very open communication systems, and established performance management systems designed to initiate and reward market-oriented behaviors among employees.     

Connectivity and work dominance: Panacea or pariah?

Does technologically-supported work connectivity help young managers and professionals under the age of 45 deal with the pressing demands of their work, or does the presence of work-connecting technologies exacerbate the tendencies of this talent force to engage in more work and longer working hours? Utilizing both surveys and follow-up focus group interactions, this study found that while work-connecting technologies permitted a greater range of options regarding when and where work was done, this same connectivity provided constant availability to work and often drove expectations that more must be done, thereby increasing the likelihood of longer work hours and—surprisingly—leading to a diminished sense of flexibility. Study participants offer insights regarding the thought processes behind these outcomes. Perspectives on how emerging leaders and their organizations can effectively manage and achieve the potential of enhanced connectivity are provided. A four-phased approach is recommended. First, we discuss key cultural dynamics. Second, the role of organizational expectations and practices is emphasized. Third, we consider a set of responsibilities for organizational leaders, whose actions and cues provide the most vivid clarity for young managers attempting to decide where to draw the work/life balance line. Finally, the challenge and responsibility of personal accountability is presented. Consideration of a work paradigm that reorients our thinking about traditional “face time,” and strives to bridge the gap between the potential and pervasive impact of work-connecting technologies, is also included.     

Changes over time in the return to education in urban China: Conventional and ORU estimates

Studies of the return to education in urban China have reported that this has increased over time, and that females typically have a higher return than males. In this paper we adopt a framework provided by the over education/required education/under education literature, and the decomposition developed by Chiswick and Miller (2008), to investigate the reasons for these findings. The finding by Chen and Hamori (2009), from analysis of data for 2004 and 2006, of the return to schooling for males exceeding that for females, is also examined using this decomposition.     

Influence of Soldout Products on Consumer Choice

Consumers often face situations in which information about soldout products is still present in the decision context. This paper demonstrates that the presence of soldout products in the decision environment can prompt consumers to purchase available options and decrease choice deferral. This effect can be explained by two underlying decision processes. First, soldout products may create a sense of urgency for consumers to expedite their purchases, which the authors call an immediacy effect. Second, soldout products may enhance the perceived attractiveness of products similar to the soldout products, which the authors refer to as an informational cascades effect.     

Institutional Aspects of Youth Employment and Training Policy in Britain

Public policy towards youth employment and training in Britain during the past decade has been dominated by two themes: the quest to reduce youth relative pay, as part of a wider deregulation of the labour market, in order to increase access to jobs and training: and the neglect of apprenticeship in favour of the Youth Training Scheme. This paper analyses these policies in an institutional framework informed by the results of a recent research project on youth activity in industry in major EC economies (Marsden and Ryan 1986, 1988, 1989, 1991).
The policy debate in Britain has tended to focus upon the effectiveness of lower youth pay at improving youth access to jobs and training (Wells 1983; Jones 1985; Junankar and Neale 1987). We accept the efficacy of lower youth pay but question its institutional viability. Youth employment and training policies must be well grounded in labour market institutions in order to achieve success. We argue that neglect of the institutional context accounts for the lopsided and partial success resulting from current policies in Britain, and that the revitalization of apprenticeship, either as such or in the equivalent form of a strongly upgraded public training scheme, has a great deal to offer.
We begin with an outline of the relevant institutions. We trace their implications for outcomes in the youth market, contrast the divergent institutional directions taken by West Germany and the UK, and finally assess contemporary British policy towards youth activity in general and apprenticeship in particular.     

Corporate strategy and capital structure

The basic thesis of this exploratory investigation was that a corporate strategy perspective may complement the traditional financial paradigm in explaining capital structure in large U.S. corporations. Earlier fusion of strategic and financial literature led to a series of propositions antecedent to this work. Inclusion of Rumelt's diversification categories plus elsewhere validated financial contextual variables led to hypotheses for the present study. Results suggest a managerial choice perspective may help to explain the capital structure choice at the firm level of analysis.