The impact of customer-specific marketing expenses on customer retention and customer profitability

We study the effects of customer-specific marketing expenses on customer retention and customer profitability in a business-to-business setting. Using data from a company providing hygiene services, we look at the impact of a hitherto unstudied type of expense targeted at individual customer relationships: the offering of free equipment to customers. The data allow tracking the activities performed in more than 4,500 customer relationships over a period of 4 years. Retention rates are higher for customers targeted with free equipment, but this effect results from an interaction with customer size. First-order dynamic panel data analyses show that the impact of targeted marketing expenses on customer dollar profit is positive for large customers, but there is no effect for smaller customers. Thus, targeted marketing expenses seem to be a tool for relationship maintenance rather than customer development: they help in retaining large customers that generate more profit, but they do not seem to work in developing new customers into larger, more profitable ones.     

A comparison of bias approximations for the two-stage least squares (2SLS) estimator

We consider the bias of the two-stage least squares (2SLS) estimator in linear instrumental variable regression with only one endogenous regressor. By using asymptotic expansion techniques, we approximate the 2SLS coefficient estimation bias under various scenarios regarding the number and strength of instruments.     

Temporal and ethnic decompositions of homeownership rates: Synthetic cohorts across five censuses

We perform probit-based Oaxaca–Fairlie decompositions of the change in ownership rates for four ethnic groups and three age groups over five censuses, and then construct second-order decompositions of the white/non-white differentials. There is substantial heterogeneity in how Hispanic, Asian and Black households of various age cohorts converge to and diverge from their white counterparts with respect to homeownership.     

Changes in Inequalities of Access to Dental Care in Australia 1977–2005

Information on dental visits, income and demographic variables were drawn from the Australian National Health Survey between 1977 and 2005. Income‐related inequality in access to dental care was calculated using the generalised concentration index (G) and decomposition methods were employed to examine associations with socio‐demographic and policy‐amenable factors. Statistically significant increases in inequality in dental care use were found after 1995. From 0.026 in 1995, G increased to 0.045 in 2005. The associations between increases in inequality and changes in the uptake of private health insurance suggest a contributory role of the introduction of the Commonwealth government's 30 per cent rebate for private health insurance.     

Quality of Leadership and Workplace Bullying: The Mediating Role of Social Community at Work in a Two-Year Follow-Up Study

The theoretical and empirical link between leadership and workplace bullying needs further elaboration. The aim of the study is to examine the relationship between quality of leadership and the occurrence of workplace bullying 2 years later. Furthermore, we aim to examine a possible mechanism from leadership to bullying using social community at work as mediator. Using survey data that were collected at two different points in time (2006–2008) among 1664 workers from 60 Danish workplaces, we examined the total, direct and indirect effects between quality of leadership and workplace bullying. Our results indicate that quality of leadership plays a role in establishing working conditions that lead to workplace bullying. Furthermore, social community at work fully mediates the effect of poor quality of leadership on workplace bullying. This longitudinal study adds to previous cross-sectional studies on the substantial role played by leaders in the bullying process. Within the leadership–bullying relationship, social community at work acts as a full mediator, adding a significant contribution to the discussion of mechanisms involved in the bullying process. Plausible explanations of this mechanism and practical implications are discussed.