Why are some modes of acquisition more profitable? A study of the credit card industry

A key challenge in financial services marketing is attracting good customers to the firm. For most financial services firms, including credit card firms, a good customer is also a profitable customer. Managers would like to use marketing tactics that attract the most profitable customers while closely monitoring and perhaps limiting expenditures on marketing tactics that tend to attract relatively less profitable customers. Therefore, managers need to understand the relative effectiveness of different modes of new account acquisition and the impact that the various modes of acquisition may have on overall account profitability. To date, there have been very few studies that have calculated individual level customer profitability and then investigated the relationship between new customer acquisition source and customer profitability. That is, how do modes of acquisition differ in their ability to attract profitable customers? We answer this question using a proprietary and novel data set from the credit card industry. Of the four modes of acquisition used in this industry, we find that Internet and direct mail efforts generate more profitable customers than telemarketing and direct selling. We provide possible explanations for these findings. Our work adds to the growing literature in customer relationship management and our results have important managerial implications for resource allocation among acquisition strategies.     

开征燃油税对中国经济的影响:基于CGE观点

燃油税的开征无疑会对整个社会经济和居民福利带来重大影响。本文通过"可计算一般均衡模型"(CGE)模拟出我国开征燃油税前后的经济运行情况,在生产技术、社会福利、税负等几个方面进行前后对比,并通过模型计算结果对我国燃油税的开征方案提出了建议:开征燃油税的目标应该明确而集中,在考虑效率目标的同时应当充分考虑公平原则,处理好燃油税的征管问题。     

International price competitiveness of Australia's MICE industry

A special‐interest tourist market that holds out great promise for continued growth well into the next century is that of MICE (meetings, incentives, conventions, exhibitions). At the same time, changing prices in particular destinations relative to others are regarded as one of the most important economic influences on destination shares of total international tourism flows. The question arises as to the price competitiveness of major competing MICE destinations. Although earlier research has recognised that a destination's price competitiveness differs according to a visitor's country of origin there has been relatively little attention paid to tourism price competitiveness from the perspective of those having different motives for travel. This paper has four major aims: first, to provide a method by which price competitiveness of tourism by journey purpose can be estimated; second, to construct price competitiveness indices that measure, absolutely and relative to major competitors world‐wide, the price competitiveness of Australia's MICE tourism industry; third, to compare Australia's price competitiveness as a MICE destination with its price competitiveness for total inbound tourism; fourth, to discuss the implications of the results for travel and tourism decision‐makers in both the private and public sectors. Copyright © 2001 John Wiley & Sons, Ltd.     

浅析邮政储蓄短信业务的发展策略

文章阐述了邮政储蓄短信业务发展的必要性,并从内部营销、前台营销、媒体营销、联动营销和分类营销五个方面,探讨了发展邮政储蓄短信业务的营销策略。     

邮政储蓄银行公司业务发展对策

文章对贵州省邮政储蓄银行公司业务的发展现状进行了分析，从开户数量、宣传手段、业务品种、激励机制等方面总结了公司业务开展中存在的问题，探讨了解决这些问题的思路与措施。