Measuring customer attractiveness

Various beneficial consequences can accrue when a customer is perceived to be an attractive customer, particularly in a business-to-business context. Opinions differ as to what makes for customer attractiveness and a number of different features have been suggested as contributing to it. Currently there exists no comprehensive view of what factors constitute customer attractiveness and how this may be valued, measured and evaluated. Drawing on various facets of customer attractiveness suggested in the literature, this paper seeks to delineate the customer attractiveness construct and develop an instrument to measure it. The paper concludes by discussing how the scale developed can be used as a tool to address some critical issues in assessing customer attractiveness.     

Technical Change,Effective Demand and Employment

Ricardo and Marx saw technological change as a possible cause of long-period unemployment. Neoclassical and Schumpeterian economists regard technological unem ployment as a transitory phenomenon. This paper argues that the capital critique (i) demolishes the neoclassical claim that market mechanisms will restore full employment whenever workers are displaced by technical change, and (ii) rehabilitates the old Ricardian argument that automatic compensation factors are generally absent. The neo-Schumpeterian notion of autonomous investment is also rejected, in favour of the view that, in the long period, all investment is induced. By extending Keynes's theory of effective demand to the long period through a model based on the supermultiplier, this paper suggests that the ultimate engines of growth are located in the autonomous components of effective demand--exports, government spending and autonomous con sumption. Technical change plays a role in the accumulation process through its effects on consumption patterns and the material input requirements. However, the impact of technical change is now seen to depend upon circumstances such as income distribution, the availability of bank liquidity and exchange rate policy.     

Inflation,Unemployment and Hysteresis: An alternative view

This paper integrates ideas concerning the influence of the interest rate on the rate of profits with an analysis of inflation and its relation with unemployment. Inflation is regarded, as in Kaleckian contributions, as resulting from inconsistent claims on income, but the approach taken leads to different conclusions concerning the effects of inflation (or deflation) on income distribution, and the circumstances giving rise to acceleration of inflation. The approach followed in the paper also provides explanations of phenomena that have appeared 'puzzling', particularly the association of different unemployment rates with stable inflation, and the persistence of high rates of unemployment.     

Performance measurement in academic departments: the strategy map approach

This article describes the implementation of the balanced scorecard (BSC) strategy map in a university department. The department is a good example of a complex public sector service organization—therefore the article has relevance beyond universities. The strategy map was found to be an extremely good way of measuring performance. In addition, the BSC/strategy map helps in monitoring and building departmental mission and goals and the authors recommend wider use.     

Interaction behaviors in business relationships and heuristics: Issues for management and research agenda

Various empirical studies have evidenced that interaction is a critical process in the development of buyer–seller relationships in business-to-business markets. Research examining the different aspects of interaction processes and the consequences of interaction in business relationships for the development of the businesses involved has tended to black-box the interaction process. Limited attention has been given to how interaction behaviors of individuals arise and the interplay between cognition and behaviors in interaction. At the same time, recent research offers some insights into the use and role of heuristics in contexts analogous to those individual actors face when they interact in business relationships. In this paper we review current research on interaction processes in business relationships as well as on heuristics in the management context and argue that focusing on heuristics used in interaction in business relationships offers valuable insights on how interaction behaviors emerge. In particular, we discuss the notion of heuristics as an “adaptive toolbox,” and how it relates to adaptations in business relationships. We also discuss implications for management and outline a future research agenda.     

Initial relationship development in new business ventures

This paper seeks to investigate some of the issues faced by an existing company when developing the initial customer relationships for a new venture. All companies face the challenge of new-relationship development in order to achieve growth and to replace relationships which have been lost or are in decline. But the challenge of developing the first customer relationships of a new venture is likely to be particularly acute because the new venture's marketing function and its offering to customers are likely to be undefined and undeveloped. This paper is based on a case study of initial customer relationship development in a new venture of an established business. The paper analyses the issues that the company faced in developing these initial relationships and the approaches to relationship development that it took. The case analysis leads to the conclusion that the development of initial relationships can be facilitated by an ‘open marketing function’ involving a number of functional areas both in the supplier and in the initial customers. The paper draws managerial implications from the case analysis for the task of marketing in this situation.     

A two-step simulation procedure to analyze the exercise features of American options

Abstract In this contribution we propose a two-step simulation procedure that enables to compute the exercise features of American options and analyze the properties of the optimal exercise times and exercise probabilities. The first step of the procedure is based on the calculation of an accurate approximation of the optimal exercise boundary. In particular, we use a smoothed binomial method which effectively reduces the fluctuating behavior of a discrete boundary. In the second step the boundary is used to define a stopping rule which is embodied in a Monte Carlo simulation method. A broad experimental analysis is carried out in order to test the procedure and study the behavior of the exercise features. Mathematics Subject Classification (2000): 60G40, 60J60, 65C20 Journal of Economic Literature Classification: G13     

When less family is more: Trademark acquisition,family ownership,and internationalization

This study examines the relationship between international performance and the orientation of the firm towards trademark acquisition, and discusses family ownership as a moderator of this association. We conceptualize our study along three interrelated lines of ‘openness’ i.e. openness towards external resources, openness of governance, and openness towards international markets. The empirical investigation relies on a panel data analysis over four years, and on a cross-industry sample of European listed companies consisting of 712 observations. Our outcomes reveal that the attitude of the company to enrich the brand portfolio with externally developed trademarks is positively associated with the firms’ international performance. We also find that this relationship is moderated by family ownership. “Less family is more”: we find a positive relationship of openness towards trademark acquisitions with the firms’ international performance, which decreases with the presence of a family in a dominant position.