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61.
It is becoming increasingly apparent from the literature that marketers need to consider customer-level information when they
generate a marketing strategy for the firm. In this article, the authors develop a customer-focused framework that uses a
marketing strategy with an overall objective of maximized financial performance. This strategy is driven by seven customer-level
marketing tactics and shows how actual customer data can be used to generate an actionable marketing strategy leading to optimal
levels of profitability, customer equity, and shareholder value. In addition, the authors discuss a successful implementation
of this strategy for several business-to-business and business-to-consumer firms and offer insights as to how to customize
an implementation strategy for any firm, along with presenting potential challenges a firm may encounter during the implementation
process. Several suggestions for future research are offered to explore and harness this newly available evidence.
V. Kumar (VK) (vk@business.uconn.edu) is the ING Chair Professor of Marketing and the executive director of the ING Center for Financial
Services at the University of Connecticut. He spends his time by transferring his knowledge (however little it may be) to
his two daughters about customer lifetime value, diffusion models, forecasting sales and market share, retailing, and marketing
strategy.
J. Andrew Petersen (apetersen@business.uconn.edu) is a doctoral candidate in marketing at the University of Connecticut. His research interests
include customer lifetime value, word-of-mouth effects, and customer-level marketing strategy. His research has been published
inMarketing Research Magazine and theJournal of the Academy of Marketing Science. 相似文献
62.
George M. Zinkhan 《Journal of the Academy of Marketing Science》2005,33(3):251-253
Summary In summary, it is important, from time to time, to step back and consider the publication process, as it exists in marketing
and as it operates forJAMS. As part of this consideration, the issue of journal quality is paramount.
As mentioned above, there are many ways to assess journal quality, and each method has its advantages and its limitations.
In the field of marketing, we have a long history of relying on perceptual data, and this tradition is reflected in methods
that rely on expert ratings and rankings of journals. In our field, we also have a history of trying to collect “objective”
or quantitative data, and methods that rely on citation counts fit into this tradition. Here, using contrasting but related
methods, we report encouraging evidence about the growing status and reputation ofJAMS as an influential publication outlet for marketing scholarship. 相似文献
63.
An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships 总被引:1,自引:0,他引:1
Thomas G. Brashear James S. Boles Danny N. Bellenger Charles M. Brooks 《Journal of the Academy of Marketing Science》2003,31(2):189-200
This study examines three trust-building processes and outcomes in sales manager-salesperson relationships. This study, based
on a sample of more than 400 business-to-business salespeoples from a variety of industries, shows two trust-building processes
(predictive and identification) to be significantly related to salesperson trust in the sales manager. Interpersonal trust
was found to be most strongly related to shared values and respect. Trust was directly related to job satisfaction and relationalism,
and indirectly related to organizational commitment and turnover intention.
Thomas G. Brashear (brashear@mktg.umass.edu) (Ph.D., Georgia State University) is an assistant professor of marketing in the Isenberg School
of Management at the University of Massachusetts-Amherst.
James S. Boles (jboles@gsu.edu) (Ph.D., Louisiana State University) is an associate professor of marketing in the Robinson College of Business
at Georgia State University. His research has appeared in a variety of journals, including theJournal of Marketing, theJournal of Business Research, theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Personal Selling and Sales Management, and theJournal of Applied Psychology. His areas of research interest include personal selling, sales management, key and strategic account management, and business
relationships.
Danny N. Bellenger (mktdnb@langate.gsu.edu) (Ph.D., University of Alabama) is currently chairman of the Marketing Department in the Robinson
College of Business at Georgia State University. His research has appeared in a number of academic journals including theJournal of Marketing Research, theJournal of Marketing, theJournal of Advertising Research, theCalifornia Management Review, theJournal of Retailing, theJournal of Personal Selling and Sales Management, Industrial Marketing Management, and theJournal of Business Research. He has authored four monographs and four textbooks on marketing research, sales, and retailing.
Charles M. Brooks (brooks@quinnipiac.edu) (Ph.D., Georgia State University) is an associate professor and chair of the Department of Marketing
and Advertising at Quinnipiac University. His research has appeared in theJournal of Business Research, theJournal of Retailing, Marketing Theory, and theJournal of Marketing Theory and Practice. 相似文献
64.
Impact of spatial data availability on the temperature and precipitation prediction characteristics of Weyib River basin in Ethiopia has been investigated using CMIP5-CanESM2 model for the RCP8.5, RCP4.5 and RCP2.6 scenarios. The objective of the present study is to characterize how future temperatures and precipitation prediction under CMIP5-CanESM2 model output varies against diverse averaged arbitrary spatial weather stations found in the basin. The statistical downscaling model tested and verified using the observed daily data for twelve, six and three averaged arbitrary spatial weather stations as well as for a single weather station was used to predict the future climate scenarios. The results revealed that the mean annual daily maximum and minimum temperature and precipitation for twelve, six and three arbitrary spatial stations have revealed an increasing trend in the upcoming periods until the end of the century. In single station analysis, the trend itself has changed from increasing trend to decreasing trend in case of maximum and minimum temperature. In case of precipitation, no visible trend has been observed in case of single station analysis. Therefore, the variation in amount and distribution of precipitation and temperature among the four averaged spatial stations in the same study area might affect the water resources and agriculture of the basin and also instead of using a single weather station to predict future climate variables for a particular study basin, it is more reliable using averages of numerous spatial weather stations data. 相似文献
65.
This article presents experimental and numerical study of an under-ground water reservoir (cistern) during six months operation in a semi-arid region. The cistern with one dome, four windcatchers and a water reservoir is located in Lar, a hot arid city at south of Iran. Outdoor and indoor air temperature and humidity, water temperature in three depths and dome surface temperature were measured using a data logging system. The results show that the average air humidity inside the cistern was almost constant during the experiments but its slight variation during a day follows inside air temperature changes. The inside air temperature was always lower than the ambient temperature and inside and outside average air temperature difference was about 6 °C. The difference was slightly higher in the hot seasons. The water reservoir was also modeled in 2D, axisymmetric and quasi steady numerical simulation for six months of operation. Highly stratified water temperature distribution was observed in the numerical results as well as the experimental measurements. 相似文献
66.
Nilgun B. Harmancioglu 《Water Resources Management》2017,31(10):3001-3021
The year 2015 marked the end of some important universal decisions regarding water developments. The International Decade for Action ‘Water for Life’ (2005–2015) was concluded so that a “Post-2015 Development Agenda” is now defined. 2015 was also the year when UN Millenium Goals (MDGs) came to an end to convert into the new Agenda, which is a process led by the United Nations (UN) to define the future global development framework. The proposed goal is now referred to as SDG’s or Sustainable Development Goals, that extend existing commitments such as the MDGs and the priorities of Rio + 20. SDG’s will balance the economic, social and environmental dimensions of sustainable development with a strong linkage between environment and socio-economic goals. They converge with the post-2015 development agenda, now called Agenda 30 as these goals will be valid until 2030. One of the major concepts of SDG’s is water security, which is the basic element of the Global Goal on Water. Water security is the capacity of a population to safeguard sustainable access to adequate quantities of acceptable quality of water for sustaining livelihoods, human well-being, and socioeconomic development, for ensuring protection against pollution and waterrelated disasters, and for preserving ecosystems in a climate of peace and political stability. This paper discusses the developments in water management within the last 30 years, which eventually led to the above concepts. A summary is provided on key events and documents of these past years to point out how the international community has reacted towards present and emerging needs of the society. 相似文献
67.
E. M Andrade J. R Araújo Neto M. J. S Guerreiro J. C. N Santos H. A. Q Palácio 《Water Resources Management》2017,31(13):4103-4116
Dry tropical forests account for over 1,000,000 km2, and there is still lack of knowledge on their hydrologic processes. The curve number (CN) hydrologic model developed by the Natural Resources Conservation Service (NRCS) is widely applied for runoff determination in various parts of the world, but not so in tropical semiarid regions. This study analyzes the impact of land use changes on the CN model in a tropical semiarid environment, in two catchments of native dry tropical forest and thinned dry tropical forest land use from 2009 to 2012. The CN model was calibrated and validated for the NRCS recommended initial abstraction ratio λ = 0.2, and for λ evaluated from rainfall and runoff data. A reliability analysis was performed using Monte Carlo simulation. Model goodness-of-fit was assessed with statistical criteria. A total of 42 and 40 rainfall-runoff events were analyzed for the native and thinned dry tropical forest, respectively. Characteristic λ values of 0.15 and 0.11 were determined for the two respective catchments. Although CN values were similar for both land uses, CNλ=0.20 = 80 and CNmedian λ = 77, the thinned catchment showed a higher CN model parameters variability. The CN model was more sensitive to variations of CN values than to those of λ. This study showed that no matter the vegetation management in a dry tropical forest environment, modeled runoff is not affected by λ, but rather affected by CN, which represents soil, landuse and management. 相似文献
68.
The growing consciousness about the health risks associated with environmental pollutants has brought a major shift in global concern towards prevention of hazardous/trace metals discharge in water bodies. Majority of these trace metals gets accumulated in the body of aquatic lives, which are considered as potential indicators of hazardous content. This results in an ecological imbalance in the form of poisoning, diseases and even death of fish and other aquatic lives, and ultimately affect humans through food chain. Trace metals such as Cd, Cr, Cu, Mn, Ni, Pb and Zn originated from various industrial operations containing metallic solutions and agricultural practices, have been contributing significantly to cause aquatic pollution. The present study develops a novel approach of expressing sustainability of river’s ecosystem based on health of the fish by coupling fuzzy sensitivity analysis into multivariate analysis. A systematic methodology has been developed by generating monoplot, two dimensional biplot and rotated component matrix (using ‘Analyze it’ and ‘SPSS’ software), which can simultaneously identify critical trace metals and their industrial sources, critical sampling stations, and adversely affected fish species along with their interrelationships. A case study of assessing the impact of trace metals on the aquatic life of river Ganges, India has also been presented to demonstrate effectiveness of the model. The clusters pertaining to various water quality parameters have been identified using Principal Component Analysis (PCA) to determine actual sources of pollutants and their impact on aquatic life. The fuzzy sensitivity analysis reveals the cause-effect relationship of these critical parameters. The study suggests pollution control agencies to enforce appropriate regulations on the wastewater dischargers responsible for polluting river streams with a particular kind of trace metal(s). 相似文献
69.
This study extends the PSO-MODSIM model, integrating particle swarm optimization (PSO) algorithm and MODISM river basin decision support system (DSS) to determine optimal basin-scale water allocation, in two aspects. The first is deriving hydrologic state-dependent (conditional) operating rules to better account for drought and high-flow periods, and the second is direct, explicit consideration of sustainability criteria in the model’s formulation to have a better efficiency in basin-scale water allocation. Under conditional operating rules, the operational parameters of reservoir target storage levels and their priority rankings were conditioned on the hydrologic state of the system in a priority-based water allocation scheme. The role of conditional operating rules and policies were evaluated by comparing water shortages associated with objective function values under unconditional and conditional operating rules. Optimal basin-scale water allocation was then evaluated by incorporating reliability, vulnerability, reversibility and equity sustainability indices into the PSO objective function. The extended model was applied for water allocation in the Atrak River Basin, Iran. Results indicated improved distribution of water shortages by about 7.5% using conditional operating rules distinguishing dry, normal and wet hydrologic states. Alternative solutions with nearly identical objective function values were found with sustainability indices included in the model. 相似文献
70.
Informational Entropy: a Failure Tolerance and Reliability Surrogate for Water Distribution Networks
Tiku T. Tanyimboh 《Water Resources Management》2017,31(10):3189-3204
Evolutionary algorithms are used widely in optimization studies on water distribution networks. The optimization algorithms use simulation models that analyse the networks under various operating conditions. The solution process typically involves cost minimization along with reliability constraints that ensure reasonably satisfactory performance under abnormal operating conditions also. Flow entropy has been employed previously as a surrogate reliability measure. While a body of work exists for a single operating condition under steady state conditions, the effectiveness of flow entropy for systems with multiple operating conditions has received very little attention. This paper describes a multi-objective genetic algorithm that maximizes the flow entropy under multiple operating conditions for any given network. The new methodology proposed is consistent with the maximum entropy formalism that requires active consideration of all the relevant information. Furthermore, an alternative but equivalent flow entropy model that emphasizes the relative uniformity of the nodal demands is described. The flow entropy of water distribution networks under multiple operating conditions is discussed with reference to the joint entropy of multiple probability spaces, which provides the theoretical foundation for the optimization methodology proposed. Besides the rationale, results are included that show that the most robust or failure-tolerant solutions are achieved by maximizing the sum of the entropies. 相似文献